January 23, 2008
To Discount Or Not To Discount Your Service Fees
You never see this one on a consulting or professional services firm website: "We offer excellent services and deliver superior value, but our prices are negotiable. What you'll pay really depends on whether we're hurtin' for business this month, whether you're a marquee client we want to have on our roster, and whether or not you pressure us."
January 15, 2008
Marketing Plans Before Business Plans
A RainToday.com recent webinar attendee asked via email: Many mid-sized professional services firm have no business plan and I've had to use the marketing plan to "back into" a business plan or general direction for the year. I find this is the case more often than not. Do you see this as well? It's almost impossible to get "dealmakers" at all levels (CEO on down) to take the time, and more importantly, make the decision on building a business plan, which should then facilitate the marketing strategy.
January 9, 2008
What Brands Do for Business
Walk around any marketing conference and you can hear folks talking about brand. Typically much of the discussion centers around brand tactics: how to create a brand identity, how to build brand messages, how to test for brand penetration, and how to implement a brand, etc. The question I often get from company leaders is more along the lines of: what should a brand actually do for a professional services firm. In other words, “Why bother?”
April 9, 2007
How Important Is Targeting in Lead Generation?
There are many excuses for why people don't spend the time and the diligence targeting possible buyers one-by-one for their services and products.Let's look at the excuses (and, yes, they are excuses) outlined here....
January 16, 2007
Lead Generation: It's Getting Hot in Here
In the upcoming Future of Lead Generation for Professional Services benchmark research report (to be released on RainToday.com in early February, 2007), we asked 726 leaders in professional service businesses a number of questions about their lead generation practices. One question we asked was, "In the next two years, how do you expect your lead generation efforts to change?" We gave them 5 choices of answers. Here's what they said....
May 2, 2006
Is Publishing a Book Worth It?
I can’t tell you how many times I’ve heard someone say, “You should publish a business book....
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