Simon Drane article

“Productisation” will drive growth for innovative professional services firms

I believe the next decade will see a shift within professional services firms, where they will transition from a model which is predominantly geared around their processes to one that is geared around customer outcomes.

They will complete their evolution from a bill by the hour service based model to something closer to a product subscription model. They will therefore move from a position where it is about “clients” and service to one where it is about “customers” and products. This shift will deliver growth, sustainable recurring revenues at high margins, and new higher value service opportunities. At the core of this shift is the changing nature of consumption driven by consumer technology and the inexorable drive for base level information to become free. Services firms are sitting on vast quantities of information or data, and yet very few are harnessing this effectively in their offerings.

Customers will expect to consume instantly via technology in self-serve cloud-based models, and will turn to their advisors for higher level expertise in a more collaborative and ongoing manner. Anything that can be commoditised will be, and those that are smart will find ways to turn this to their advantage through subscription-based products. This has been the approach of information-based technology businesses such as LexisNexis and Thomson Reuters for years, as they can achieve high margins and provide an essential source of repeatable business –

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Simon Drane

Simon Drane

earlsferry advisory
Simon has held numerous positions within the professional services sector over the last 25 years, at a FTSE 100 legal information solution provider, a legal technology consultancy, a law firm, an accounting firm, and a legal membership organisation. Simon has qualifications in law and tax, and deep experience in commercial product strategy. Simon has board level experience of both executive and non-executive roles, and as CEO of a technology startup. He has a strong track record in creating innovative product strategies resulting in multiple new multimillion pound high growth lines of business. Simon led the new investments product strategy area at LexisNexis and created and launched many of the next generation content and workflow product offerings for lawyers. At the Law Society Simon ran the commercial arm of the organisation and restructured a set of commercial investments through taking board seats. He also implemented a new commercial strategy including a significant shift in focus to legal technology innovation including the launch of a legal tech focused Barclays EagleLab accelerator. Simon has also held senior knowledge management roles in both law and accounting firms. Simon established earlsferry advisory towards the end of 2018 to help people with their product strategies, whether they are technology businesses, professional services businesses or investors into these spaces.