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While finding and keeping a core group of clients remains the breadand butter of any consultant’s business, doing so is far fromsimple in a field that’s becoming increasingly crowded andcompetitive. Today, as the result of drastic shifts in thelandscape—information technology, virtual organizations,telecommuting—targeting and attracting clients is a greaterchallenge than ever. To help you meet that challenge head on,Marketing Your Consulting and Professional Services, the bible forconsultants and professionals worldwide, has been thoroughlyrevised and expanded. This brand new Third Edition gives you thetools and the know-how to survive and thrive in today’s toughmarket. Beginning with a comprehensive overview, this updatedresource keeps you abreast of current trends and issues. Inaddition, you’ll find complete coverage of Dick Connor’sinnovative—and highly effective—Client-CenteredMarketing (CCM) approach, a practical"deliverables-driven" system for penetrating specific markets. Thiseasy-to-follow, six-part process helps you achieve a myriad ofessential marketing objectives: from expanding services for currentclients and capitalizing on the potential within your business togenerating profitable growth and managing your image with clientsand targets. With a wealth of new information that focuses onfinding and qualifying new clients—what every consultantworries about most—this new edition of Marketing YourConsulting and Professional Services, Third Edition providesessential information on:
Proven effective in fields as varied as engineering, law, and medicine, this book offers an original and readily implemented strategy for achieving marketing goals.
Partial table of contents:
The Client-Centered Marketing Process.
The Client-Centered Marketing Process Model.
MARKETING FACTORS ANALYSIS.
Evaluating Your Current Clients.
Managing Your Current Leverage Relationships.
Building Your Firm's Strategic Profile.
Managing Your Targets of Attention.
Selecting an Industry for Special Attention.
AN INSIDER'S UNDERSTANDING.
Developing an Insider's Understanding of the Industry.
SERVING THE NICHE.
Building Marketing into the Fabric of the Firm.
Preparing Value-Adding Solutions.
DEVELOPING AND CODIFYING YOUR MARKETING PROCESSES.
Positioning Your Business.
Writing That Works.
Selling the Value-Adding Solution.
MANAGING THE CLIENT-CENTERED MARKETING PROCESS.
Wrapping It All Up.
About the Authors.
Posted May 1, 2013
When you first start out, you really have to advocate for yourself to get off the ground. Jeff goes over some good ways to get your foot in the door in multiple professional settingsWas this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.
Posted July 7, 2010
No text was provided for this review.