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Informationen zum Autor MIKE SCHULTZ is the Co-President of RAIN Group and coauthor of the bestselling Rainmaking Conversations and Professional Services Marketing. He was named the global Top Sales Thought Leader in 2011 by Top Sales Awards. He is also Publisher of RainToday.com, which was named the Top Sales and Marketing Resource Site in 2010 and 2011. He is frequently quoted in news outlets such as Business Week, Inc. magazine, MSNBC, the Huffington Post, and others. JOHN E. DOERR is the Co-President of RAIN Group and coauthor of Rainmaking Conversations and Professional Services Marketing. John was named the Top Sales Thought Leader in 2011 by Top Sales Awards and has trained thousands of sales professionals, helping them master the complex sale through in-house training and public presentations, both domestically and abroad. LEE W. FREDERIKSEN, PHD, is Managing Partner at Hinge. He has worked with many global brands, including Anheuser Busch, American Express, Capital One, Monster.com, and Yahoo! Lee has been quoted in Fortune, New York Times, USA Today, Wall Street Journal, Entrepreneur, Business 2.0, and Advertising Age, as well as numerous trade and professional journals. Klappentext A proven approach to revenue-generating marketing and client developmentProfessional 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 marketingFirms of any size can use this proven approach to marketing and client development to attract new clients and grow their professional service businesses. Zusammenfassung 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. Inhaltsverzeichnis Acknowledgments ix Introduction 1 Part I Strategy and Planning 5 Chapter 1 What Marketing Can Do for a Firm 7 Chapter 2 Marketing Planning 23 Chapter 3 Keys to Building a Terrible Marketing Strategy 37 Chapter 4 The Seven Levers of Lead Generation and Marketing Planning 43 Chapter 5 How to Think about Fees and Pricing 55 Chapter 6 Don't Worry about Your Competition (Let Them Worry about You) 69 Part II Focus on Branding 79 Chapter 7 Brand-What It Is; Why Bother 81 Chapter 8 Three Elements of Well-Crafted Brand Messaging 93 Chapter 9 Uncovering Your Key Brand Attributes 107 Chapter 10 Your Firm, Your Brand 123 Chapter 11 RAMP Up Your Brand 137 Chapter 12 Differentiating Your Firm 147 Chapter 13 Building Brand and Marketing Messages 157 Chapter 14 On Becoming a Thought Leader 167 Part III Generating and Nurturing Leads 181 Chapter 15 Content...
