Professional Services Marketing Handbook :
Clark, Nigel.
Professional Services Marketing Handbook : How to build relationships, grow your firm and become a client champion / edited by Nigel Clark ; Forward by Charles Nixon. - 1st ed. - London ; Philadelphia : Kogan Page, - ix, 262 pages ; 25 cm
Includes bibliographical references (pages 251-252) and index.
1. Growth and globalization. 2 Implementing a growth strategy: lessons from Asia Pacific 3 Developing international networks 4 Listening, understanding and responding to clients 5 Closing the commerciality gap 6 What legal clients want 7 From communities to cohorts 8 Thought leadership: transforming insights into opportunities 9 Conversation is king: connecting thought leadership and sales
10 The importance of client relationship management 11 Developing internal and external relationships 12 The primacy of relationships: how and why clients choose 13 It's all about value: managing marketing and business development 14 Managing transformational change 15 Understanding and exceeding partner expectations 16 The role of marketing KPIs in professional services firms 17 The future for professional services marketing: becoming a client champion.
"Marketing in professional services and consulting businesses (law, accounting, property, management consulting, project management, engineering, technical services, etc.) has progressed significantly in recent years. It is now seen as a major contributor to attracting and retaining clients, building a successful brand, and growing revenue and profit.Professional Services Marketing Handbook covers key issues in business development, operations, and delivery and includes case studies, insights, and advice on CRM, digital and social media, thought leadership, branding, and client thoughts to provide the tools to deliver greater business impact"--
9780749473464 (paperback)
Professions
Consulting firms.
Marketing.
BUSINESS & ECONOMICS / Marketing / General.
BUSINESS & ECONOMICS / Consulting.
BUSINESS & ECONOMICS / Development / Business Development.--Marketing.
658.8 / CLA
Professional Services Marketing Handbook : How to build relationships, grow your firm and become a client champion / edited by Nigel Clark ; Forward by Charles Nixon. - 1st ed. - London ; Philadelphia : Kogan Page, - ix, 262 pages ; 25 cm
Includes bibliographical references (pages 251-252) and index.
1. Growth and globalization. 2 Implementing a growth strategy: lessons from Asia Pacific 3 Developing international networks 4 Listening, understanding and responding to clients 5 Closing the commerciality gap 6 What legal clients want 7 From communities to cohorts 8 Thought leadership: transforming insights into opportunities 9 Conversation is king: connecting thought leadership and sales
10 The importance of client relationship management 11 Developing internal and external relationships 12 The primacy of relationships: how and why clients choose 13 It's all about value: managing marketing and business development 14 Managing transformational change 15 Understanding and exceeding partner expectations 16 The role of marketing KPIs in professional services firms 17 The future for professional services marketing: becoming a client champion.
"Marketing in professional services and consulting businesses (law, accounting, property, management consulting, project management, engineering, technical services, etc.) has progressed significantly in recent years. It is now seen as a major contributor to attracting and retaining clients, building a successful brand, and growing revenue and profit.Professional Services Marketing Handbook covers key issues in business development, operations, and delivery and includes case studies, insights, and advice on CRM, digital and social media, thought leadership, branding, and client thoughts to provide the tools to deliver greater business impact"--
9780749473464 (paperback)
Professions
Consulting firms.
Marketing.
BUSINESS & ECONOMICS / Marketing / General.
BUSINESS & ECONOMICS / Consulting.
BUSINESS & ECONOMICS / Development / Business Development.--Marketing.
658.8 / CLA