Professional Services Marketing: How the Best Firms Build Premier Brands, Thriving Lead Generation Engines, and Cultures of Business Development Success

Professional Services Marketing

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How the Best Firms Build Premier Brands, Thriving Lead Generation Engines and Cultures of Business Development Success

Key Points:

  • Professional services firms ignore brand building at their own peril.
  • Substantive networking involves putting effort into real relationships.
  • Most value props for professional service firm are hollow and boring.
  • The focus on "benefits" language in professional service firms marketing has derailied the real details about *exactly* how a firm is going to help you.
  • Plan on generating and nurturing both short term and long term leads - not everyone is sales ready and your marcomm and sales efforts need to reflect this reality.
  • Become a rainmaker with original research, a personal brand supporting your firm's brand, and by understanding that sales is about HPI: ┬áHustle, Passion and Intsenity

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