Professional Services Marketing

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Professional Services Marketing

Mike Schultz,John E. Doerr,Lee Frederiksen
Professional Services Marketing Book PDF

Author : Mike Schultz,John E. Doerr,Lee Frederiksen
Publisher : John Wiley & Sons
Page : 373 pages
File Size : 45,5 Mb
Release : 2013-06-04
Category : Business & Economics
ISBN : 9781118604342

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Professional Services Marketing by Mike Schultz,John E. Doerr,Lee Frederiksen Pdf

A proven approach to revenue-generating marketing and client development Professional Services Marketing is a fully field-tested and research-based approach to marketing and client development for professional services firms. The book, now in its Second Edition, covers five key areas that are critical for firms that want to grow and become more profitable: creating a marketing and growth strategy; establishing a brand and reputation; implementing a marketing communications program; executing lead generation strategies; and developing business by winning new clients. You will also read real-world case studies that illustrate major points, as well as quotes and stories from well-respected professionals in the industry. The Second Edition features new research and updates throughout, including new chapters on social media and online marketing, as well as new case studies and interviews Authors Mike Schultz and John E. Doerr are the coauthors of the Wall Street Journal and Inc. Magazine bestseller Rainmaking Conversations and Professional Services Marketing; Lee W. Frederiksen is coauthor of Online Marketing for Professional Services Will be widely promoted via multiple online routes and direct mail marketing Firms of any size can use this proven approach to marketing and client development to attract new clients and grow their professional service businesses.

Professional Services Marketing

Mike Schultz,John E. Doerr,Lee Frederiksen
Professional Services Marketing Book PDF

Author : Mike Schultz,John E. Doerr,Lee Frederiksen
Publisher : John Wiley & Sons
Page : 373 pages
File Size : 55,9 Mb
Release : 2013-05-15
Category : Business & Economics
ISBN : 9781118688434

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Professional Services Marketing by Mike Schultz,John E. Doerr,Lee Frederiksen Pdf

A proven approach to revenue-generating marketing and client development Professional Services Marketing is a fully field-tested and research-based approach to marketing and client development for professional services firms. The book, now in its Second Edition, covers five key areas that are critical for firms that want to grow and become more profitable: creating a marketing and growth strategy; establishing a brand and reputation; implementing a marketing communications program; executing lead generation strategies; and developing business by winning new clients. You will also read real-world case studies that illustrate major points, as well as quotes and stories from well-respected professionals in the industry. The Second Edition features new research and updates throughout, including new chapters on social media and online marketing, as well as new case studies and interviews Authors Mike Schultz and John E. Doerr are the coauthors of the Wall Street Journal and Inc. Magazine bestseller Rainmaking Conversations and Professional Services Marketing; Lee W. Frederiksen is coauthor of Online Marketing for Professional Services Will be widely promoted via multiple online routes and direct mail marketing Firms of any size can use this proven approach to marketing and client development to attract new clients and grow their professional service businesses.

Professional Services Marketing

William Winston,Frederick G Crane
Professional Services Marketing Book PDF

Author : William Winston,Frederick G Crane
Publisher : Routledge
Page : 127 pages
File Size : 49,7 Mb
Release : 2013-10-18
Category : Business & Economics
ISBN : 9781317953166

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Professional Services Marketing by William Winston,Frederick G Crane Pdf

The days of professionals simply hanging a shingle and waiting for clients to beat a path to the door are long gone. The marketplace is crowded with new service professionals of all types--from CPAs and attorneys to health care providers and competing service organizations. Professionals must realize that their services, no matter how good they are, simply will not sell themselves. Services marketing is the key to the game and here is the most concise, easy-to-understand, jam-packed source of services marketing. Professional Services Marketing provides a very readable and simple introduction to the marketing process for the professional service environment. It gives professionals an inexpensive way to successfully develop a strong client base and grow in a competitive marketplace. Using a step-by-step approach, this new book provides both strategic and tactical guidance for both the new and seasoned marketing careerist. Distinguished expert and international authority Fred Crane offers a realistic overview of the marketing process and discusses the characteristics and difficulties involved in marketing and managing professional services. He provides solutions to those challenges starting with a marketing plan, moving through client management, and the marketing audit. Professional Services Marketing discusses management principles and examines implications for site analysis, physical analysis and facility design. It explores the true meaning of communication in the professional service arena and what this means for the bottom line. A plus for professionals new to the marketing field, this practical book gives examples of professional services marketing ideas that have been put into practice successfully. Professional Services Marketing can be read in a single afternoon yet retains an encyclopedic breadth of vision and covers every major issue in the field. Specialists have already praised the work as essential and unique in the literature. It deserves consideration not only as a guide for established professionals but also as a basic text for future professionals as they prepare for their fields. Truly a practical guidebook for any professional, Professional Services Marketing shows you: a “cookbook” approach to designing a marketing plan that is easily followed how to take advantage of impression management and what it really means when to apply professional services marketing ideas that can be put to work almost immediately when to undertake internal marketing where to apply relationship marketing how to apply synchromarketing All professionals, from architects to veterinarians, will find valuable tips on marketing in this new book. Members in professional associations involved in training and professional development will also find helpful strategies for expanding their marketing capabilities, as will those teaching services and professional services courses in colleges and universities.

Marketing Professional Services

Philip Kotler,Thomas Joseph Hayes,Paul N. Bloom
Marketing Professional Services Book PDF

Author : Philip Kotler,Thomas Joseph Hayes,Paul N. Bloom
Publisher : Putnam Adult
Page : 440 pages
File Size : 41,6 Mb
Release : 2002
Category : Business & Economics
ISBN : UOM:39015054252948

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Marketing Professional Services by Philip Kotler,Thomas Joseph Hayes,Paul N. Bloom Pdf

No Marketing Blurb

Winning the Professional Services Sale

Michael W. McLaughlin
Winning the Professional Services Sale Book PDF

Author : Michael W. McLaughlin
Publisher : John Wiley & Sons
Page : 225 pages
File Size : 49,9 Mb
Release : 2009-08-06
Category : Business & Economics
ISBN : 9780470522011

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Winning the Professional Services Sale by Michael W. McLaughlin Pdf

An innovative approach to winning more profitable sales in the growing professional services industry In recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way clients buy services. In response, Winning the Professional Services Sale argues for fundamental changes in the seller's mindset and sales strategies. Rather than pressing the sale, salespeople must help clients buy--the way that works best for each client. This new approach gives buyers what they now want in a services seller: a consultative problem solver, change agent, and solution integrator, all rolled into one. Author Michael McLaughlin presents a strategy for winning new business with a holistic approach to each client relationship. Only by fully understanding a sale from every angle, including its impact on the client's business and career, can salespeople thrive in the new era of the service economy.

Client at the Core

August J. Aquila,Bruce W. Marcus
Client at the Core Book PDF

Author : August J. Aquila,Bruce W. Marcus
Publisher : John Wiley & Sons
Page : 352 pages
File Size : 54,5 Mb
Release : 2004-07-29
Category : Business & Economics
ISBN : 9780471681878

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Client at the Core by August J. Aquila,Bruce W. Marcus Pdf

"Clients At The Core is an essential blueprint to helping usall take the next steps. The authors, battle scarred by theevolution of professional firm management and marketing from thento now, have captured the changing needs of the firms in thisturbulent new economic era. This is a well-written book that usesplain language to convey practical, well thought-out ideas." -Patrick J. McKenna, a leading international consultant toprofessional service firms "The authors have captured the changing role of professionalservices marketing and firm management. There is valuable insight[in this] down-to-earth guide to competing successfully in the newenvironment." -David Maister, author and consultant "The book is a masterpiece! Aquila and Marcus have produced theessential guide for managing a professional services firm. They'vemarshaled their considerable real-life experiences and far-reachingvision into a veritable operating manual for the successfulfirm." -Rick Telberg, Editor at Large, American Institute ofCertified Public Accountants "At its heart, this book is the running shoe for legal andaccounting professionals who want to put the client first.Following the evolution of the industry over the past twenty-fiveyears, this must-have for every professional services firm is thekey to leading in the turbulent and highly competitive watersahead." -Richard S. Levick, Esq., President, Levick StrategicCommunications, LLC coauthor, Stop the Presses: The Litigation PRDesk Reference "Client selection and retention is one of the critical successfactors for a professional services firm, and Aquila and Marcus doa masterful job at educating us on the necessary ingredients ofeach. The chapters on firm governance and paying for performanceare thought provoking and certainly challenging to the conventionalwisdom. If you want a better understanding of marketing and leadinga professional firm in these turbulent times, this book isessential." -Ronald J. Baker, author, Professional's Guide to ValuePricing and The Firm of the Future "Client at the Core is a commonsense approach to keeping yourprofessional services firm relevant in the twenty-first century'sclient-driven economy. Aquila and Marcus have hit a home run withtheir insightful analysis and poignant prose." -Jeffrey S. Pawlow, Managing Shareholder, The GrowthPartnership, Inc.

Marketing and Selling Professional Services in Architecture and Construction

Basil Sawczuk
Marketing and Selling Professional Services in Architecture and Construction Book PDF

Author : Basil Sawczuk
Publisher : John Wiley & Sons
Page : 288 pages
File Size : 46,9 Mb
Release : 2009-08-27
Category : Technology & Engineering
ISBN : 1444309854

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Marketing and Selling Professional Services in Architecture and Construction by Basil Sawczuk Pdf

This practical book on selling and marketing will help architects,engineers, project managers, facilities managers, surveyors, andcontractors ‘sell’ themselves to prospective clients. As clients become more sophisticated at both local andinternational level, and as competition in the constructionindustry increases, both contractors and consultants have to take amore professional approach to selling themselves. This isespecially true for PFI bids where vast resources are committed towinning multi-million pound contracts. Through a simple-to-follow process, illustrated with plenty ofdiagrams and checklists, Marketing & Selling ProfessionalServices in Architecture & Construction sets out the sevenkey aspects of selling and marketing professional services. It isfull of applicable ideas and examples and is well structured toenable readers to dip into the section relevant to their currentneeds.

101 Marketing Strategies for Accounting, Law, Consulting, and Professional Services Firms

Troy Waugh
101 Marketing Strategies for Accounting Law Consulting and Professional Services Firms Book PDF

Author : Troy Waugh
Publisher : John Wiley & Sons
Page : 0 pages
File Size : 52,6 Mb
Release : 2015-08-31
Category : Business & Economics
ISBN : 1119090377

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101 Marketing Strategies for Accounting, Law, Consulting, and Professional Services Firms by Troy Waugh Pdf

"Troy Waugh—'the rainmakers' rainmaker'—has provided a well-designed blueprint for selling professional services that skillfully draws upon his more than thirty years in the field. This practical, highly focused guide to the selling process can help our firms achieve sales successes measured not only by effort but also by bottom-line results." —Howard B. Allenberg, vice chairman and CIO, BDO Seidman, LLP Finally, peerless focus on how to break into all aspects of the selling process and the currents of relationship and buyer development. Learn how to build your personal and firm business more successfully. Covers the process of relationship and buyer development. Provides proven strategies from hundreds of the world's successful firms. Order your copy today!

Relationship Marketing in Professional Services

Aino Halinen
Relationship Marketing in Professional Services Book PDF

Author : Aino Halinen
Publisher : Routledge
Page : 392 pages
File Size : 41,8 Mb
Release : 2012-11-12
Category : Business & Economics
ISBN : 9781134758135

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Relationship Marketing in Professional Services by Aino Halinen Pdf

Relationship marketing is one of the most challenging marketing concepts of the decade. In a five-year 'fly on the wall' case study, Halinen explores the relationship between a Helsinki advertising agency and its international client.

Online Marketing for Professional Services

Lee W. Frederiksen,Sean T. McVey,Sylvia S. Montgomery
Online Marketing for Professional Services Book PDF

Author : Lee W. Frederiksen,Sean T. McVey,Sylvia S. Montgomery
Publisher : Unknown
Page : 170 pages
File Size : 52,6 Mb
Release : 2012-06
Category : Business & Economics
ISBN : 0982881932

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Online Marketing for Professional Services by Lee W. Frederiksen,Sean T. McVey,Sylvia S. Montgomery Pdf

Professional services marketing is undergoing a revolution. More and more, firms are being found and vetted online, and traditional techniques for generating leads and nurturing prospects are growing less effective. In this groundbreaking new book readers will understand the changing landscape and how to lay the foundation for a powerful online marketing program. Based on primary research of over 500 professional services firm executives, this book offers easy-to-understand, practical advice, as well as real-world examples of firms that are using online marketing today to build their businesses.

Reinventing Professional Services

Ari Kaplan
Reinventing Professional Services Book PDF

Author : Ari Kaplan
Publisher : John Wiley & Sons
Page : 242 pages
File Size : 51,6 Mb
Release : 2011-05-18
Category : Business & Economics
ISBN : 9781118097526

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Reinventing Professional Services by Ari Kaplan Pdf

How engaging technology and relationships can help you stand out, attract business and achieve a more dynamic professional life The technological landscape has reshaped the way white collar workers cultivate and promote their businesses. The Transformation of Professional Services is an engaging look at how licensed experts are adapting to today's dynamic economic environment. From Ari Kaplan—a recognized advisor on business and career development— Reinventing Professional Services: Building Your Business in the Digital Marketplaceoffers insights on taking advantage of enterprising techniques to stand out and position one's self as an insightful chameleon rather than as an isolated purveyor of facts and figures. Details the importance of offering resources instead of simply selling Reveals strategies for increasing one's searchability and distinguishing one's self in an economic downturn or recovery Offers advice readers can immediately use to strengthen client relationships Written in a straightforward and accessible style, this book provides engaging guidance for anyone in the professional services field—from business consultants, financial advisers, and lawyers to accountants, real estate brokers, and appraisers.

Managing The Professional Service Firm

David H. Maister
Managing The Professional Service Firm Book PDF

Author : David H. Maister
Publisher : Simon and Schuster
Page : 536 pages
File Size : 41,8 Mb
Release : 2012-12-11
Category : Business & Economics
ISBN : 9781471109652

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Managing The Professional Service Firm by David H. Maister Pdf

Professional service firms differ from other business enterprises in two distinct ways: first they provide highly customised services thus cannot apply many of the management principles developed for product-based industries. Second, professional services are highly personalised, involving the skills of individuals. Such firms must therefore compete not only for clients but also for talented professionals. Drawing on more than ten years of research and consulting to these unique and creative companies, David Maister explores issues ranging from marketing and business development to multinational strategies, human resources policies to profit improvement, strategic planning to effective leadership. While these issues can be complex, Maister simplifies them by recognising that 'every professional service firm in the world, regardless of size, specific profession, or country of operation, has the same mission statement: outstanding service to clients, satisfying careers for its people and financial success for its owners.'

The Visible Expert

Lee W. Frederiksen,Elizabeth Harr,Sylvia S. Montgomery
The Visible Expert Book PDF

Author : Lee W. Frederiksen,Elizabeth Harr,Sylvia S. Montgomery
Publisher : Unknown
Page : 150 pages
File Size : 54,8 Mb
Release : 2014-09-02
Category : Business & Economics
ISBN : 0990445909

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The Visible Expert by Lee W. Frederiksen,Elizabeth Harr,Sylvia S. Montgomery Pdf

What does it take to become a well-known expert in your field - someone other practitioners and the media seek out for leadership and insight? We call these stars Visible Experts . And becoming one is easier than it looks. In this research-based book, you will learn how you or your colleagues can become Visible Experts and leverage this status to drive significant new growth and profits for your firm. You will discover which tools and techniques you need to build your reputation and ascend to prominence. And you will hear from real experts from across the professional services who have climbed from obscurity to the peak of their profession. The Visible Expert is the essential manual for any individual or firm that is ready to take their expertise to the highest level. Based on interviews with over 1,000 experts and buyers of their services, this book will take you higher, faster."

How Clients Buy

Tom McMakin,Doug Fletcher
How Clients Buy Book PDF

Author : Tom McMakin,Doug Fletcher
Publisher : John Wiley & Sons
Page : 279 pages
File Size : 40,8 Mb
Release : 2018-03-13
Category : Business & Economics
ISBN : 9781119434702

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How Clients Buy by Tom McMakin,Doug Fletcher Pdf

The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.

Hug Your Haters

Jay Baer
Hug Your Haters Book PDF

Author : Jay Baer
Publisher : Portfolio
Page : 240 pages
File Size : 48,8 Mb
Release : 2016-03
Category : Business & Economics
ISBN : 9781101980675

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Hug Your Haters by Jay Baer Pdf

Includes a detachable folded poster of "The Hatrix."