Professional Services Marketing: How the Best Firms Build Premier Brands, Thriving Lead Generation Engines, and Cultures of Business Development Success

• ISBN13: 9780470438992
• Condition: NEW
• Notes: Brand New from Publisher. No Remainder Mark.
• Click here to view our Condition Guide and Shipping Prices

Available at Amazon Buy this product!

Professional Services Marketing: How the Best Firms Build Premier Brands, Thriving Lead Generation Engines, and Cultures of Business Development Success

Customer Rating :    Availibility : Usually ships in 1-2 business days

Professional Services Marketing: How the Best Firms Build Premier Brands, Thriving Lead Generation Engines, and Cultures of Business Development Success Overviews

Praise for Professional Services Marketing

"This book is that rare thing: simultaneously wise, practical, readily accessible, and data-driven. A necessary addition to your reading."
—David Maister, author of Managing the Professional Service Firm

"Professional Services Marketing will certainly become the bible of the field in short order! Without a doubt, the most useful compendium of marketing insight for the practicing professional services firm executive...BRAVO!"
—Leonard A. Schlesinger, President, Babson College, and coauthor of The Service Profit Chain

"It's no longer sufficient to be a good 'expert for hire'—you need a brand and a powerful marketing engine behind you. Professional Services Marketing is a gold mine of research based strategies, best practices, and specific techniques that will help you consistently win in the client marketplace and outshine your competition. It's thoughtful, funny, and filled with the how-to so often missing in business books."
—Andrew Sobel, coauthor of Clients for Life

"Schultz and Doerr offer tactics and information in an easy-to-read, concise, and enjoyable format. Professional Services Marketing should be a required resource in every professional marketer's tool box!"
—R. Granville Loar, Executive Director, Association for Accounting Marketing

"This book is an excellent resource for anyone involved in professional services. It is especially timely in our current challenging economic conditions, and the ideas and guidance are relevant for the better times to come as well."
—Josh Lee, Partner, Monitor Group

"Smart. Practical. Comprehensive. This is the one book that won't collect dust on my shelf."
—Kevin McMurdo, Chief Marketing Officer, Perkins Coie

"Professional Services Marketing is the first book to directly address the challenges of the professional services marketer. This book is filled with practical wisdom and research on best practices and processes specifically for this industry. A must-read for anyone in a professional services firm!"
—Paul Dunay, Global Director of Integrated Marketing, BearingPoint

Professional Services Marketing: How the Best Firms Build Premier Brands, Thriving Lead Generation Engines, and Cultures of Business Development Success RelateItems

• Winning the Professional Services Sale: Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity
• The Rainmaker's Toolkit: Power Strategies for Finding, Keeping, and Growing Profitable Clients
• Managing The Professional Service Firm
• The Trusted Advisor
• Strategy and the Fat Smoker; Doing What's Obvious But Not Easy

Professional Services Marketing: How the Best Firms Build Premier Brands, Thriving Lead Generation Engines, and Cultures of Business Development Success CustomerReview

I consider Professional Services Marketing: How the Best Firms Build Premier Brands, Thriving Lead Generation Engines, and Cultures of Business Development Success a "must read" for anyone interested in leveraging their expertise and experience into coaching, consulting, and speaking profits.

Professional Services Marketing is especially important for nonfiction authors who want to leverage their book into profits beyond those originating as a publisher's advance or royalties from book sales. In most cases, the majority of the author's income comes from coach, consulting, and speaking activities-all of which require the author to be able to market and sell their professional services.

Professional Services Marketing is a 23-chapter book written by two professionals whose company has been researching what works, and what doesn't work, in service marketing for decades. It addresses every aspect of selling professional services, including:

* Client expectations
* Target marketing
* Pricing
* Offer development
* Message development
* Lead generation
* Branding
* Pricing
* Client development
* Client retention

What I like most is that it doesn't promise miracles--a failing of many business books. As this excerpt from the Introduction shows, "The first rule of services marketing-a key to revenue and profitability grown-is getting your service right."

Mike Schultz and John Doerr emphasize the pragmatic aspects of marketing and selling, i.e., profit generation-dollars & cents results. Branding without sales is wasted.

Another favorite quote that expresses the authors' approach and style, "If you're doing only 70 percent of what you need to do, you don't get 70 percent results; you get much less. Like patching a lead in the bottom of a bucket, if you don't patch it 100 percent, it still leaks." I like the directness and pragmatism of the quote, as well as the fact I haven't encountered it elsewhere.

Four Outcomes Possible
The authors have synthesized effective marketing for professional services firms in terms of four measurable outcomes; the first three form the backbone of Professional Services Marketing:

1. Conversations with potential buyers
2. Better odds of winning client engagement
3. Higher revenue per engagement and client, and higher fees for services
4. Increased affinity with the actual and potential workforce

It is the emphasis upon "measurable" that sets Professional Services Marketing apart from similar books. Mike Schultz and John E. Doerr are co-founders of the Wellesley Hills Group, a leading business development firm for consultants, attorneys, authors, technology professionals, engineers, and other professional services providers.

Judging Professional Services Marketing's true value

Professional Services Marketing synthesizes data from the above, and other, research reports that total well over a thousand dollars, and combines them with detailed suggestions and tips for creating effective marketing in the Web 2.0 age.

Professional Services Marketing is well written enough to read on a plane or train, yet detailed enough for authors to use it as a daily guide and checklist as they leverage their books to profits from services marketing. It offers both absolute and relative value; absolute in the value of its organization, concise style, and detailed information, and relative value in terms of its cost compared to the 0 to 0 price range of many of the research reports upon which its conclusions are based.




*** Product Information and Prices Stored:Mar 03, 2010 13:22:07

Available at Amazon Buy this product!

Visit : จำหน่าย โทรศัพท์มือ จีน ทุกรุ่น ทุกย BabyToys Store: Low Price & Super Save Shipping. Toys Store Shipping BestsellersBooks Bubbles Lenses