Overview

Professional Services Marketing is a fully field-tested and research-based approach to marketing and client development for professional services firms. Based on insight from firms that succeed and the science of how clients buy, it's the perfect book for consultants, attorneys, accountants, engineers, and other professional service providers. The book covers five key areas that are critical for firms that want to grow their revenues and themselves-creating a marketing and growth strategy; establishing a brand and reputation; implementing a marketing communications program; lead generation strategies; and developing business by winning new clients. It includes mini-case studies that illustrate major points and quotes and stories from well-respected professionals in the industry. Most professional service providers don't understand enough about marketing and many books on the subject are full of bad advice. Professional Services Marketing separates the wheat from the chaff to offer readers nothing but the best, most effective, and proven strategies and tactics for consistent growth.

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Mike Schultz is copresident of RAIN Group and a world-renowned consultant and expert in sales training and performance improvement. He is the publisher of RAIN Group's RainToday.com, one of the world's largest online magazines (over 100,000 subscribers) and membership sites for sales and marketing. He is also a member of the faculty in the marketing division at Babson College. John E. Doerr is co-president of RAIN Group and consults, speaks, writes, and teaches on the subjects of selling and sales performance. His own rainmaking conversations have helped lead RAIN Group to Inc. magazine's list of the fastest growing companies in the United States. Joe Barrett, an actor and Audie Award and Earphones Award-winning narrator, has appeared both on and off Broadway as well as in hundreds of radio and television commercials.

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