عنوان

Professional services marketing how the best firms build premier brands, thriving lead generation engines, and cultures of business development success

Number

02BL16337

Title Proper

Professional services marketing how the best firms build premier brands, thriving lead generation engines, and cultures of business development success

First Statement of Responsibility

Mike Schultz, John E. Doerr.

Place of Publication, Distribution, etc.

Hoboken, N.J.

Name of Publisher, Distributor, etc.

John Wiley & Sons

Date of Publication, Distribution, etc.

c2009

Specific Material Designation and Extent of Item

xx, 332 p. ill. 24 cm

Text of Note

how the best firms build premier brands, thriving lead generation engines, and cultures of business development success

Entry Element

Service industries--Marketing

Entry Element

Branding )Marketing(

Entry Element

Marketing

Class number

Book number

Classification Record Number

Entry Element

Schultz, Mike,1974-

Entry Element

Includes bibliographical references and index

Entry Element

What marketing can do for a firm -- Marketing planning -- Keys to building a terrible marketing strategy -- The seven levers of lead generation and marketing planning -- How to think about fees and pricing -- Don't worry about your competition )let them worry about you( -- The "get it done" culture -- Brand : what it is, why bother -- Three elements of well-crafted brand messaging -- Uncovering your key brand attributes -- Your firm, your brand -- RAMP up your brand -- On being unique and other bad marketing advice -- Building brand and marketing messages -- On becoming a thought leader -- Marketing communications and lead generation tactics -- Introduction to lead generation -- Value and offers in lead generation -- The case for sustained lead generation and relationship nurturing -- Targeting -- RAIN selling -- Networking, relationships, trust, and value -- Selling with hustle, passion, and intensity

Entry Element

Doerr, John E