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Marketing your consulting and professional services

Author: Richard A Connor; Jeffrey P Davidson
Publisher: New York : Wiley, ©1997.
Edition/Format:   Print book : English : 3rd edView all editions and formats
Summary:
"While finding and keeping a core group of clients remains the bread and butter of any consultant's business, doing so is far from simple in a field that's becoming increasingly crowded and competitive. Today, as the result of drastic shifts in the landscape - information technology, virtual organizations, telecommuting - targeting and attracting clients is a greater challenge than ever. To help you meet that
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Details

Genre/Form: Handbooks and manuals
Handbooks, manuals, etc
Guides, manuels, etc
Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Richard A Connor; Jeffrey P Davidson
ISBN: 0471133922 9780471133926
OCLC Number: 37001426
Description: xvii, 266 pages : illustrations ; 24 cm
Contents: pt. 1. Foundational Material --
1. Client-Centered Marketing Process --
2. Client-Centered Marketing Process Model --
pt. 2. Marketing Factors Analysis --
3. Preparing for a Marketing Analysis of Your Current Business or Practice --
4. Evaluating Your Current Clients --
5. Evaluating Your Prospects in Hand --
6. Managing Your Current Leverage Relationships --
7. Sizing Up Your Services --
8. Building Your Firm's Strategic Profile --
pt. 3. Targets --
9. Managing Your Targets of Opportunity --
10. Managing Your Targets of Attention --
11. Managing Your Targets of Influence --
12. Selecting an Industry for Special Attention --
pt. 4. Insider's Understanding --
13. Developing an Insider's Understanding of the Industry --
14. Developing an Insider's Understanding of Your Niche's Market --
15. Selecting Needs You Can Meet with Available Resources --
pt. 5. Serving the Niche --
16. Building Marketing into the Fabric of the Firm --
17. Building a Responsive Marketing Organization --
18. Building Your Marketing Information System --
19. Preparing Value-Adding Solutions --
pt. 6. Developing and Codifying Your Marketing Processes --
20. Positioning Your Business --
21. Building Your Firm's Intended Image --
22. Speaking to Targeted Groups --
23. Writing That Works --
24. Tapping the Local Press --
25. Leveraging Your Memberships in the Niche's Organizations --
26. Expanding Services to Current Clients --
27. Prospecting for High-Potential New Clients --
28. Selling the Value-Adding Solution --
29. Preparing a Winning Proposal --
30. Ensuring Client Satisfaction --
pt. 7. Managing the Client-Centered Marketing Process --
31. Developing Your Strategic Plan --
32. Wrapping It All Up. App. A. Standard Industrial Classification (SIC) Code System --
App. B. Sampling of Industry, Professional, Small Business, and Trade Associations.
Responsibility: Dick Connor, Jeffrey Davidson.
More information:

Abstract:

An updated guide to help consultants market themselves and their professional services. The authors' proven approach, the "Client-Centered Marketing Approach," provides a road map for finding a  Read more...

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    schema:description ""With a wealth of new information that focuses on finding and qualifying new clients - what every consultant worries about most - this new edition of Marketing Your Consulting and Professional Services, Third Edition provides essential information on analyzing your current business or practice - evaluating clients, assessing existing prospects, preparing a strategic profile; becoming "client smart"--Determining how the niche industry is organized, identifying requirements for success, determining its needs; building market awareness - maintaining positive name recognition, establishing your firm's intended image; prospecting - acquiring new, high-potential clients, preparing a winning proposal, selling the value-adding solution; and ensuring client satisfaction - handling service and relationship breakdowns with a practical recovery action sequence." "Complete with helpful worksheets and checklists, as well as precise definitions of terminology and an annotated bibliography, Marketing Your Consulting and Professional Services, Third Edition is a must for today's fiercely competitive, highly demanding marketplace."--Jacket."@en ;
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    schema:reviewBody ""While finding and keeping a core group of clients remains the bread and butter of any consultant's business, doing so is far from simple in a field that's becoming increasingly crowded and competitive. Today, as the result of drastic shifts in the landscape - information technology, virtual organizations, telecommuting - targeting and attracting clients is a greater challenge than ever. To help you meet that challenge head on, Marketing Your Consulting and Professional Services, the bible for consultants and professionals worldwide, has been thoroughly revised and expanded. This brand new Third Edition gives you the tools and the know-how to survive and thrive in today's tough market." "Beginning with a comprehensive overview, this updated resource keeps you abreast of current trends and issues. In addition, you'll find complete coverage of Dick Conor's innovative - and highly effective - Client-Centered Marketing (CCM) approach, a practical "deliverables-driven" system for penetrating specific markets. This easy-to-follow, six-part process helps you achieve a myriad of essential marketing objectives: from expanding services for current clients and capitalizing on the potential within your business to generating profitable growth and managing your image with clients and targets."" ;
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