Professional services marketing : how the best firms build premier brands, thriving lead generation engines, and cultures of business development success : (Record no. 40368)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 03017cam a2200205 a 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 9780470438992 (cloth : acidfree paper) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 0470438991 (cloth : acidfree paper) |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.8 |
| Item number | SCH |
| 100 1# - MAIN ENTRY--AUTHOR NAME | |
| Personal name | Schultz, Mike, |
| 245 10 - TITLE STATEMENT | |
| Title | Professional services marketing : how the best firms build premier brands, thriving lead generation engines, and cultures of business development success : |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication | Hoboken, N.J. : |
| Name of publisher | John Wiley & Sons, |
| Year of publication | c2009. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Number of Pages | xx, 332 p. : |
| Other physical details | ill. ; |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Formatted contents note | 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. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc | BA proven approach to revenue-generating marketing and client development/b iProfessional Services Marketing/i is a fully field-tested and research-based approach to marketing and client development for professional services firms. The book, now in its iSecond Edition/i, covers five key areas that are critical for firms that want to grow and become more profitable: creating a marketing and growth strategy; establishing a brand and reputation; implementing a marketing communications program; executing lead generation strategies; and developing business by winning new clients. You will also read real-world case studies that illustrate major points, as well as quotes and stories from well-respected professionals in the industry./ ululliThe iSecond Edition/i features new research and updates throughout, including new chapters on social media and online marketing, as well as new case studies and interviews/liliAuthors Mike Schultz and John E. Doerr are the coauthors of the iWall Street Journal/i and iInc. Magazine/i bestseller iRainmaking Conversations/i and iProfessional Services Marketing/i; Lee W. Frederiksen is coauthor of iOnline Marketing for Professional Services/i/liliWill be widely promoted via multiple online routes and direct mail marketing/li/ul/ul Firms of any size can use this proven approach to marketing and client development to attract new clients and grow their professional service businesses. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Term | Service industries |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Term | Branding (Marketing) |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Term | Marketing. |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Doerr, John E. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | Lending Books |
| Collection code | Home library | Current library | Shelving location | Date acquired | Source of acquisition | Cost, normal purchase price | Full call number | Accession Number | Koha item type |
|---|---|---|---|---|---|---|---|---|---|
| Reference | Main Library | Main Library | Stacks | 15/06/2010 | Purchased | 3870.00 | 658.8 SCH | 012104 | Lending Books |