The Firm Landscape
Click any firm type to see real examples and what it means for your BD approach.
Deloitte, PwC, EY, KPMG. Multi-national, fully formalized BD with dedicated pursuit teams. Brand is a major competitive asset.
Top 10 nationals plus a handful of large firms. Marketing teams of 50–200+. PE consolidation is reshaping this tier.
Multi-state firms with strong vertical and industry niches. Where much of the PE wave is currently happening.
Multi-state firms with strong middle-market focus. PE-backed roll-ups appearing at this scale alongside traditional firms.
Mid-tier firms, often single-state or regional in scope. Marketing teams of 5–15. Strong industry niches drive growth.
Established local/regional firms. Marketing teams of 1–5; partners are the primary rainmakers. Backbone of regional business communities.