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Summary

How the Best Firms Build Premier Brands, Thriving Lead Generation Engines, and Cultures of Business Development Success

In the old days, professional service firms could survive without much marketing effort. Put together a team of good people, deliver strong service to clients, and you might get by just fine on repeat business and client referrals.

For many, those days are gone. While repeat business and referrals are still necessary to grow, they're no longer enough to succeed. You need smart, effective marketing and a culture of business development success to bring in a steady stream of clients to grow your business.

Professional Services Marketing gives you the field-tested, research-based approaches and tactics your organization needs to succeed. It helps you sort the wheat from the chaff among the many and varied marketing strategies and tactics, allowing you to make the best possible decisions for you and your business while avoiding the common mistakes unique to professional services firms.

©2009 Mike Schultz and John Doerr (P)2009 Audible, Inc.

What members say

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  • Overall
    3 out of 5 stars
  • Gale
  • Fordingbridge, United Kingdom
  • 18-02-10

Good marketing tips

Wasn't wholly relative to my field of marketing but still an interesting and thought enducing book (narrated well). Some very good marketing tips and exercises.

0 of 2 people found this review helpful

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  • Overall
    5 out of 5 stars
  • Daren
  • 27-11-09

Gives insight and good ideas

From start to finish, this audio book offers practical advice on how to market to, and reach your target customers. There is no dull moment. Have a pen and paper handy to remember some of great ideas that are featured.

well recommended.

D.

6 of 7 people found this review helpful

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    5 out of 5 stars
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  • Danielle
  • 30-04-13

A must read for B2B

Awesome. Really insightful and generous. I really enjoyed this book and made me change my approach to B2B services.

1 of 1 people found this review helpful

  • Overall
    2 out of 5 stars
  • Andras
  • 09-10-10

Great topic but delivery short of expectations

I listened to this book with high hopes but as an audio edition, it seemed very unstructured and messy, with some good nuggets of advice but overall not living up to its name. It lacked a clear structure and diverted from the given chapter's topic often, also repeating many things. The most important shortcoming was the complete lack of case studies and practical examples, while it kept using surveys, dry figures and quite abstract advice. The authors should read Made to Stick and rework their book!

1 of 1 people found this review helpful

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  • Stephen
  • 08-05-17

This book delivered

Developing and selling services is different than products in a few subtle, but critical ways. This book highlights many of them and offers practical, customer focused, outcome based strategies to try.

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  • Nate
  • 21-02-16

Save yourself 10 years of mistakes

Awesome coverage of both high level and tactical realities of sales and marketing for the modern professional services firm.

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  • Michael
  • 12-10-15

Good but dry

The information in this book is what you need if you are a professional service firm like a law firm, accountancy firm even an advertising agency. Listen, learn, do. Basically if your marketing isn't bringing in new customers, it isn't working. Good stuff but not entertaining. Do the work and follow the book and I am sure it will work but don't expect to pick up a page turner. Joe Barrett is a little dry to listen to.

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  • Jefferson
  • 03-12-13

Very Very Very Reinforcing information

If you in a service based business this a great book. It's a little dry but the content is well delivered and very substantial.

I would recommend this book as a good read.

0 of 1 people found this review helpful