Marketing Your Consulting and Professional Services, 3rd EditionISBN: 978-0-471-13392-6
Hardcover
288 pages
September 1997
 This is a Print-on-Demand title. It will be printed specifically to fill your order. Please allow an additional 10-15 days delivery time. The book is not returnable.
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Partial table of contents:
FOUNDATIONAL MATERIAL.
The Client-Centered Marketing Process.
The Client-Centered Marketing Process Model.
MARKETING FACTORS ANALYSIS.
Evaluating Your Current Clients.
Managing Your Current Leverage Relationships.
Building Your Firm's Strategic Profile.
TARGETS.
Managing Your Targets of Attention.
Selecting an Industry for Special Attention.
AN INSIDER'S UNDERSTANDING.
Developing an Insider's Understanding of the Industry.
SERVING THE NICHE.
Building Marketing into the Fabric of the Firm.
Preparing Value-Adding Solutions.
DEVELOPING AND CODIFYING YOUR MARKETING PROCESSES.
Positioning Your Business.
Writing That Works.
Selling the Value-Adding Solution.
MANAGING THE CLIENT-CENTERED MARKETING PROCESS.
Wrapping It All Up.
Bibliography.
Glossary.
Appendices.
Index.
About the Authors.
FOUNDATIONAL MATERIAL.
The Client-Centered Marketing Process.
The Client-Centered Marketing Process Model.
MARKETING FACTORS ANALYSIS.
Evaluating Your Current Clients.
Managing Your Current Leverage Relationships.
Building Your Firm's Strategic Profile.
TARGETS.
Managing Your Targets of Attention.
Selecting an Industry for Special Attention.
AN INSIDER'S UNDERSTANDING.
Developing an Insider's Understanding of the Industry.
SERVING THE NICHE.
Building Marketing into the Fabric of the Firm.
Preparing Value-Adding Solutions.
DEVELOPING AND CODIFYING YOUR MARKETING PROCESSES.
Positioning Your Business.
Writing That Works.
Selling the Value-Adding Solution.
MANAGING THE CLIENT-CENTERED MARKETING PROCESS.
Wrapping It All Up.
Bibliography.
Glossary.
Appendices.
Index.
About the Authors.
Related Titles
More By These Authors
General Marketing & Sales
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