This work offers a summary of the book "PROFESSIONAL SERVICES MARKETING: How the Best Firms Build Premier Brands, Thriving Lead Generation Engines, and Cultures of Business Development Success" by Mike Schultz and John Doerr.
At one time, professional services firms could grow steadily on the strength of repeat business and client referrals alone. In Professional Services Marketing, Mike Schultz and John Doerr argue that those days are likely gone forever.
To succeed today, you need to use smart and engaging marketing to grow your firm. You have to get proactive about bringing a steady stream of new clients into your business on an ongoing basis if you are to survive and then hopefully grow your business to the size you want. According to the authors, you need to cover five key areas to grow a professional services firm today: 1. Marketing; 2. Brand; 3. Communicate; 4. Leads; and 5. Rainmakers.
"The first rule of services marketing is getting your service right. The more value you deliver, the more satisfied your clients will be. The more satisfied they are, the more likely it is they will stay loyal to your firm and refer other clients to you." This unique book is a must read for those working in a professional services firm.
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