In This Issue
Content:
Professional Services Marketing: Tools of the Trade
Blog Post:
Sales Mistakes You Think You're Not Making
Wellesley Hills Group
Service Highlight:
Marketing and Business Development Analysis
RainToday Announcement:
Visit the New RainMaker Blog
Podcast:
How a CRM System Can Improve Your Sales Efforts
Free Content:
Deal or No Deal: Sales Mistakes That Turn Buyers Away
Upcoming Speaking Engagements
December 3: Rachel Hayes joins a virtual panel to discuss "Business Development: Shifting the Organizational Model for Results" designed for an audience of Operations, HR, Business Development, and Marketing leaders who serve in Am Law 200 firms. Register for this free event now.
Wellesley Hills Group
As a management consulting, marketing and lead generation firm, Wellesley Hills Group helps consulting and professional services firms to grow.
World-class and emerging growth service firms rely on the professionals at Wellesley Hills Group to help them brand, market, sell and manage their companies.
Publisher of RainToday.com, Wellesley Hills Group is committed to providing the freshest insight, research, and ideas to professional services leaders, business developers and marketers to help them market and sell their services.
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Reminder Upcoming Event
How to Sell Professional Services: The RAIN Selling Seminar – Learn the strategies and skills that are the foundation of successful rainmaking (December 3-4, 2009).
Professional Services Marketing: Tools of the Trade
 As you put together your 2010 marketing and strategic plans, there are so many scenarios that can make even the most organized planner dread this end-of-year challenge. Here are two tools that we offer in our book Professional Services Marketing to help get you started:
The Budget Planning Tool is a simple Excel spreadsheet built to help you:
- Lay out your marketing tactics so you can see your overall mix
- Visualize when your firm will employ each marketing tactic
- Visualize the budget for each tactic
The Marketing and Sales Funnel Analysis Tool is an Excel spreadsheet built to help you:
- Plan your revenue
- Justify your lead generation budget and efforts
- Determine where you need to invest your marketing dollars (whether it be sales training, lead generation, customer referral programs, or somewhere else)
- Calculate the lifetime revenue of your customers
- Establish your metrics (average revenue per customer, close ratios, client loyalty, etc.)
- Forecast return on investment (ROI) for both individual marketing campaigns and your overall marketing plan
- Create real and meaningful new client generation goals
Click here to download these tools
Purchase a copy of Professional Services Marketing
Sales Mistakes You Think You’re Not Making
by Mike Schultz
 A little while ago I was visiting Will and Holly, friends of mine who have a four-year-old son, Chaka. Chaka just got a new pair of performance-enhancing sneakers (Wildcats anyone?) that, in his mind, has him challenging Lebron for the MVP.
No question Chaka got game, but even with the bionic footwear his dunking ability still doesn’t extend much past oreos and milk. Can’t tell him this, though.
Chaka came to mind when I saw that RainToday.com just published a new free report Deal or No Deal – Sales Mistakes that Turn Buyers Away. The report shares never before released data about sales mistakes from our How Clients Buy benchmark report, and gives thoughtful advice about how to fix them.
The problem most people have is this: they don’t think they’re making them…
Read this post from the Services Marketing Blog
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Wellesley Hills Group Service Highlight:
Marketing and Business Development Analysis
Targeting new markets, growing current clients, running lead generation campaigns, developing new services, setting up lead nurturing programs, packaging your services—opportunities abound for increasing revenue through overall go-to-market strategy, marketing, and business development.
How do you know where to start, which opportunities will yield the greatest impact on your ability to generate new revenue, and if you are getting the most out of your current marketing and business development efforts?
The first step in figuring out where you can improve your marketing and business development engine and take advantage of untapped growth opportunity in your markets is through a thorough analysis of where you are today and what’s possible for tomorrow.
Through Wellesley Hills Group’s Marketing and Business Development Analysis process, we perform a detailed analysis of your marketing and business development effectiveness and provide concrete recommendations for improving revenue growth at your firm.
When you engage in our analysis service, you will receive:
- An analysis of your overall marketing and business development effectiveness—where it's working well and where you could be getting more for your budget and efforts
- An overview of the areas with the greatest potential for measurable improvement in revenue and profit
- Hard numbers on any quick hit improvements, including cost savings, you can implement in the short term; analyses usually identify areas that aren't producing strong ROI, areas that you can reduce or cut, often times saving tens or hundreds of thousands of dollars in unnecessary costs
- Recommendations on new marketing and business development efforts you can undertake to reach your revenue targets
- A return on investment analysis, estimating what (if anything) it will cost you to make the improvements, what you can expect in returns, and when you can expect them
- A roadmap for implementation, with expert advice on what it will really take to achieve the marketing and business development results you want
Our analysis methodology is flexible to work with your particular needs and situation. Whether you need to analyze your firm as a whole or a practice area, whether your challenges are marketing or business development oriented or both, we can help.
To find out more about Wellesley Hills Group’s work in this capability area, please contact us.
Wellesley Hills Group publishes RainToday.com, the premier online source for professional insight, advice, and tools for growing a professional services business. RainToday's recent content includes:
Have you checked out the new 
If not, now's the time. Read up on how you can "Strengthen Client Relationships this Thanksgiving" and learn some key tips for keeping in touch with your clients.
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How a CRM System Can Improve Your Sales Efforts—An Interview with David Taber
 Most firms out there (hopefully) have some sort of database or CRM system, but how do you know if your technology is improving your sales efforts? Are you taking advantage of everything it has to offer? CRM systems are not just to keep track of mailing addresses for holiday cards, they are to track every sales effort that your firm makes so you know you're jumping on every opportunity. Listen to David Taber, author of Salesforce.com Secrets of Success: Best Practices for Growth and Profitability, discuss how to use your CRM system as a firm advantage.
Listen to this podcast
Recent RainToday podcasts include:
Click here to subscribe to the series, Marketing & Selling Professional Services, via iTunes.
FREE Special Report Download – Deal or No Deal: Sales Mistakes That Turn Buyers Away
When you lose a piece of new business, questions run through your mind about what you did wrong. Knowing why you lost could get you closer to the win next time.
RainToday surveyed more than 200 business buyers of professional services and asked what the biggest mistakes service providers make during the sales process. Download the free report now which includes tips on how to improve your selling skills.
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