Professional Services Marketing

As Darwin famously observed, the beaks of each generation of Galapagos Island finches change to accommodate shifting food resources, allowing the birds to survive by adapting their capabilities to the new environment. Today's business people should take note: In the post-crisis economy, traditional career strategies spell professional extinction, but the fluid new "gig economy" offers tremendous potential for anyone willing to adapt.

International expert and consultant David Maister offers a brilliant and accessible guide to every management issue at play in professional firms. Professional firms differ from other business enterprises in two distinct ways: first, they provide highly customized services and thus cannot apply many of the management principles developed for product-based industries. Second, professional services are highly personalized, involving the skills of individuals.

Never Say Sell explains how to scale individual engagements into long-term business relationships. Cowritten by Tom McMakin, the coauthor of How Clients Buy and expert in account development, and colleague Jacob Parks, this book provides insights into how key rainmakers at firms like Accenture and IBM drive growth from existing relationships. Never Say Sell is a business development guide for professional service providers like consultants, accountants, and lawyers, whether they are sole proprietors or members of account teams tasked with expanding key accounts.

A New York Times Notable Book The Professor and the Madman is an extraordinary tale of madness, genius, and the incredible obsessions of two remarkable men that led to the making of the Oxford English Dictionary—and literary history. The making of the OED was one of the most ambitious projects...

This compilation of viewpoints is intended to show how to transform your Architecture, Engineering and Construction (AEC) firm from features-based messaging to an emotionally connected partnership. This audiobook highlights unique stories of the human element through client partnership and success. The goal is to help you form a strong partnership bond and win more work!

Unlock the Secret to Attracting Affluent Clients—Without Chasing, Discounting, or Playing the Mass-Market Game. Affluent clients aren’t buying what everyone else is. They crave experiences, relationships, and brands that feel like they were built just for them. In The Power of Exclusivity, top affluent marketing strategist Mark Satterfield reveals how to create prestige, scarcity, and allure around your services—so elite clients come to you, not the other way around. Inside, you’ll discover: How to craft a brand that signals status and trust to the ultra-wealthy Real-world ...

Years ago, developing and sustaining a book of business was not as big a problem for accountants, attorneys, financial planners, and other professionals as it is today. Clients were more loyal to the firms they worked with, and unlikely to shop your services, compare rates, or jump ship. Times have changed! And if you don't change along with them...well, you're not going to enjoy yourself or have as much control over your career as you deserve. Believe it or not, you can enjoy the process of expanding your client base.

Relationship Sales at Scale™ is the new selling philosophy for our age. It marries the timeless power of tribe-based trust with digitally enabled scale so you can open doors tastefully and convert prospects consistently, all without spamming anyone. Written by Dan Englander, CEO and founder of Sales Schema, the book’s stories, strategies, and hands-on resources are grounded in thousands of outreach campaigns conducted since 2014 to secure opportunities between clients and hard-to-reach prospects, including the leaders of the largest companies on earth.

You don’t just want a book. You want a book that builds your brand, attracts clients, and grows your business. Most nonfiction authors stop at “published.” But smart authors (entrepreneurs, coaches, consultants, and experts) know that book publishing is only the beginning. Your book can do far more than sit on a shelf. It can build your authority, attract clients, and scale your business… if you understand book marketing, publishing, and how to position a book strategically. In Publish. Promote. Monetize, bestselling author and publisher H.J. Chammas reveals the proven system that ...

The 3rd Edition of the Popular Book on Journey Management and Orchestration. Now expanded with chapters from new contributors. A book for Marketers and Customer Experience professionals that cuts through the clutter with clear actionable steps to create customer journeys that are meaningful, engaging, and benefit both customers and brands. Most enterprises don’t struggle because they lack customer data or tools. They struggle because they lack a repeatable way to translate customer signals into consistent decisions—across marketing, sales, service, and digital channels—without ...

This program covers: the 10 objectives of strategic marketing, capitalizing on your marketing advantage, an overview of an integrated marketing system, and more.

Stop Waiting for the Phone to Ring – Start Building a Predictable Pipeline of Qualified Customers Are you tired of the feast-or-famine cycle that keeps your service business on an exhausting roller coaster? This practical guide shows you exactly how to generate steady leads year-round without expensive advertising or complex marketing systems. Written Specifically for Service Business Owners Who: Run contracting, consulting, professional services, or local service companies Depend on referrals and word-of-mouth but need more consistent lead flow Don't have time for complicated marketing ...

How to Win Client Business When You Don't Know Where to Start provides a masterclass in teaching the practical techniques and concrete strategies that professional services providers were never taught in school or on the job. Pragmatic lessons take the place of the vaguely defined principles found in competing books to turn listeners from sales novices into rainmakers.

More and more professional services firms are “productizing” their services to grow and scale. But successfully marketing and selling standardized services or products is very different from marketing and selling traditional professional services. Commercialize, a follow-on book to Productize, explores why commercializing new ideas is the most significant stall point when B2B services organizations productize. The book then outlines how the most successful firms commercialize packaged services and new products and get to revenue impact fast and efficiently.

Do you need more customers/clients for your service-based business? Could your service business use a stream of new customers or clients that have all sort you out, instead of you soliciting their business?This guide will show you how to have your best customers or clients do the bulk of marketing or promoting your business for you. The great majority of service professionals and owners of service-based businesses recognize the importance of marketing, and yet they feel very uncomfortable about anything that even hints at "selling” or marketing. For most of them, this ultimately means ...

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.

Stop Competing Alone and Start Collaborating to Win Are you tired of fighting for every customer while your competitors seem to get referrals effortlessly? Struggling to grow your business despite working harder than ever? The secret isn't better marketing or lower prices—it's building the right partnerships with other local businesses that serve your same customers. "Partner Up and Profit" reveals the proven strategies that successful home service providers and professional service businesses use to generate consistent customer referrals without spending more on advertising. Why Smart ...

In this first-of-its-kind book, seasoned security pros Christian West and Brian Jantzen share lessons learned from years of protecting some of corporate America's most prominent people. Full of practical, hands-on information, this guide provides a comprehensive overview of how to conceive, build and run successful executive protection programs in corporate settings. With insights that only experience in all phases of program execution can provide, the authors dig into the key questions that corporations need to ask and answer.

Referrals rarely begin with a question. They begin with a moment. Most financial planners and advisers don’t have a referral problem. They have a recognition problem. In client conversations, moments of clarity, relief and understanding happen all the time. A client suddenly sees their future more clearly. They feel reassured. They feel confident. And in that moment, something shifts. That is when referrals begin. Yet most advisers miss it. They move the conversation on. They acknowledge politely. They continue the agenda. And the opportunity disappears. The Referral Moment introduces a ...

Getting ahead requires you to think strategically, embody specific values to help you stand out amongst your peers, and successfully navigate and build relationships with internal stakeholders. ‘How to Advance Your Career in Professional Services Marketing’ takes a deep inside look into how to go from a junior role to a senior role within the world of professional services marketing. Previously, if one wanted to learn how to advance their career within the industry in marketing and career management, they would have to learn on the job, read multiple books and combine the information of...