|
|
|
|
October 2009
|
Services Marketing Newsletter
|
|
Marketing in the New Economy: Strategizing, Planning, and Budgeting for 2010 – RainToday Webinar with Mike Schultz, November 5 from 12:30- 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 Receives Rave Reviews Since its July release, Professional Services Marketing has been generating rave reviews from readers around the world. Here’s one of the more recent reviews posted on Amazon.com:
Mike and John's book is meant for any professional that takes their marketing seriously and wants to get ahead of their competition. For me, the most valuable lesson was understanding the importance of substantiating your brand through thought leadership. Mike and John speak with authority and give examples after examples of how professional service firms have grown their firm from mediocrity to industry leaders." Read other reviews on Amazon.com
Making Money Beyond Your Wildest Dreams
You wake up and nothing can stop you. The path is clear and the ideas are flowing. You settle in to work earlier than usual and start plugging away. And it all starts clicking. You accomplish one goal. And another. And another… Read this post from the Services Marketing Blog Recent popular posts include:
Building a Law Firm Business Development Culture
Click here to read the full article originally pubished in PLMW Magazine Wellesley Hills Group Service Highlight: Business Development Performance Improvement When service firm leaders turn their attentions to increasing the business development energy, action, and results at their firm, they often head down well worn paths. “We need sales training,” “Let’s give people bonuses for business development,” “Marketing and business development need to work together,” “Leadership needs to coach the next generation of rainmakers,” and so on. All reasonable thoughts, but you need to know which interventions and changes, when implemented, will make an actual impact on business development success. Time and again we see firms doing a certain percent of what they need to do to help the professionals in their firm develop business—but rarely 100%. If you're only doing 70% of what you need to do, you don't get 70% results; you get much less. Like patching a leak in the bottom of a boat, if you don't patch it 100%, it still takes on water. So if your firm is looking to create a team of rainmakers, you need to make sure you address the full gamut of topics in order to give yourself a fighting chance of success. If you don't, you may find yourself expending 90% of the effort—almost there—but still falling short of your business development goals. At Wellesley Hills Group, we work with you to develop a culture of business development and achieve real impact on your top line. We help you understand what needs to happen at your firm, and then set up the systems, processes, and incentives to support business development. We help you answer key questions such as:
By engaging Wellesley Hills Group's Business Development Performance Improvement, we will work with you to define the specific questions you need answered that will help you move forward in your quest for more revenue and profit, and employ proprietary tools such as our Window into Sales Performance. Once we uncover what needs to happen, we work with your organization to select the right interventions—working through the implementation, change management, and measurement processes to ensure the achievement of your business development improvement goals. To find out more about Wellesley Hills Group’s work in this capability area, please contact us.
Announcing the New: Hey, if reality television stars (re: Kim Kardashian) can have blogs, so can we! Our new RainMaker Blog features insights about the trends, research, and issues facing services businesses today. Most importantly, it’s a place for us at RainToday to connect with members of the professional services community. Visit our RainMaker Blog and please share, comment, and retweet! Improve Your Value Proposition with Performance Benchmarking
Recent RainToday podcasts include: Click here to subscribe to the series, Marketing & Selling Professional Services, via iTunes. RainToday Ebook: How 10 B2B Service Firms Grew Their Business in a Down Economy “Our marketing budget and team just got cut in half, there’s no way we’re going to meet our revenue targets this year.” Sound familiar? If so, what are you doing to move past these challenges and adapt your marketing and growth strategy to produce results? Get some inspiration from the new RainToday ebook, How 10 B2B Service Firms Grew Their Business in a Down Economy Using Affordable Marketing and Business Development Tactics. Read about what 10 professional services firms did to successfully generate new business. Join RainToday and get free access
©2009 Wellesley Hills Group. All rights reserved. |
Imagine yourself on your best day. It seems like you’re productive before you wake up, because something happened while you were asleep to charge your batteries, clear your thoughts, and give you inspiration while you snoozed.
For a decade, law firms have poured resources into improving lawyers’ ability to develop new business with existing clients and new prospects. Yet firms today still struggle to achieve long-term change. Experiments abound: Train? Coach? Hire a business developer? Some firms have managed to unlock the selling potential of their lawyers and created a firm-wide culture of business development.
