Marketing the Professional Services Firm: Applying the Principles and the Science of Marketing to the Professions / Edition 1

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Overview

Professional services are estimated to be worth up to $700 billion worldwide, but as the market matures there is an urgent need for new marketing thinking for global players or small businesses alike. This book applies the core principles of strategic marketing to professional services for the first time, in an approach that is at once accessible and compelling. With case studies from a range of companies including J. Walter Thompson, market research companies, the 'big four' accounting firms, Headhunters, Interbrand and large US legal firms, it is intended to become the definitive book for effective strategic marketing in professional services.

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Editorial Reviews

From the Publisher
"...for inspiration and insight, read Marketing the Professional Services Firm..." (The Entrepreneur, Vol 33 (9) September 2005)

"...An invaluable read..." (The Marketer (CIM), Feb 06)

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Product Details

  • ISBN-13: 9780470011737
  • Publisher: Wiley
  • Publication date: 9/26/2005
  • Edition number: 1
  • Pages: 432
  • Product dimensions: 6.00 (w) x 9.00 (h) x 1.13 (d)

Meet the Author

Laurie Young is a specialist in the marketing of services and customer care. His career includes senior positions with PricewaterhouseCoopers, BT and Unisys. Before joining PwC, where he oversaw a total marketing team of some 300 people and a budget spend of around $80 million, he founded, built and sold his professional services company specialising in services marketing. During that period he advised a number of major international blue-chip organisations on the contribution of services marketing programmes to shareholder value.

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Table of Contents

Foreword.

Acknowledgements.

About the Author.

Introduction: Setting the scene.

Part I: STRATEGIC ISSUES.

1. Growth strategies.

2. Gaining market perspective.

3. Client segmentation.

4. Creating and managing a professional services brand.

5. Competitive strategy.

6. Handling international operations and cultural differences.

Part II: MAKING MARKETING AND BUSINESS DEVELOPMENT WORK.

7. The organisation and management of marketing in professional services firms.

8. Personal business generation.

9. Creating or relaunching services.

10. Communicating with markets.

11. Client service.

12. Marketing and human capital.

Part III: THE MARKETER’S TOOL KIT.

References.

Index.

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  • Anonymous

    Posted October 8, 2008

    Helpful book on applying strategic marketing principles to the professional services sector

    As professional services firms become more prevalent, their industry is also becoming more competitive. Professional services firms must understand how to tell the marketplace about their special qualifications and accomplishments. Author Laurie Young¿s textbook includes the information marketers need to do this, but because it is, in fact, a textbook, readers will have to sift through both theory and details to find practical suggestions. Young backs up his sound conceptual ideas with numerous case studies of major companies. getAbstract recommends this book to students and to practitioners looking for a comprehensive understanding of marketing practices in the evolving professional services industry.

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