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

A proven, experience-tested, research-based approach to marketing for professional services firms Professional Services Marketing is a 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 case studies that illustrate major points and quotes and stories from well-respected professionals in the industry. Mike Schultz (Framingham, MA) is Co-President of Wellesley Hills Group, where he works as a consultant and expert in professional services marketing. John E. Doerr (Framingham, MA) is Co-President of Wellesley Hills Groups and has spent 30 years in professional services.

In the old days, professional service firms could survive without much marketing effort. Put together a team of good people, deliver strong service to clients, and you might get by just fine on repeat business and client referrals. For many, those days are gone. While repeat business and referrals are still necessary to grow, they're no longer enough to succeed. You need smart, effective marketing and a culture of business development success to bring in a steady stream of clients to grow your business.

Professional Services Marketing gives you the field-tested, research-based approaches and tactics your organization needs to succeed. It helps you sort the wheat from the chaff among the many and varied marketing strategies and tactics, allowing you to make the best possible decisions for you and your business while avoiding the common mistakes unique to professional services firms.

The book covers five key areas your firm can't grow without:

• Creating a customized marketing and growth strategy based on what will really work for your firm
• Establishing a brand and reputation that leads to market leadership, frustrated competitors, and happy clients (and more of them)
• Implementing a marketing communications program that will keep your firm front and center in decision-makers' minds
• Developing a lead generation strategy that brings in more new clients than you will know what to do with
• Winning new clients by developing rainmakers and a culture of business-development hustle, passion, intensity, and success

Professional Services Marketing includes case studies that illustrate the successes and failures of other firms, as well as firsthand stories from well-respected industry professionals. It helps you make the right decisions about what to do, what to spend, and how to place key people in the right roles to maximize their time and energy. Plus, it will help you avoid dreaded mistakes that lead to unproductive marketing efforts and keep you up to date on the latest thinking in the industry.

Centered around primary research on the way clients buy and reliable insight from successful firms, this is the perfect guide to growing your business for consultants, attorneys, technology professionals, accountants, engineers, and any other professional services provider.