About this item
A proven approach to revenue-generating marketing and client developmentProfessional Services Marketing is a fully field-tested and research-based approach to marketing and client development for professional services firms. The book, now in its Second Edition, covers five key areas that are critical for firms that want to grow and become more profitable: creating a marketing and growth strategy; establishing a brand and reputation; implementing a marketing communications program; executing lead generation strategies; and developing business by winning new clients. You will also read real-world case studies that illustrate major points, as well as quotes and stories from well-respected professionals in the industry.The Second Edition features new research and updates throughout, including new chapters on social media and online marketing, as well as new case studies and interviewsAuthors Mike Schultz and John E.
About the Author
Mike Schultz, Co-President of Wellesley Hills Group, is world-renowned as a consultant and expert in services marketing, branding, and rainmaking. Co-author of the book Professional Services Marketing (Wiley, 2009), Mike is an engaging and thought-provoking speaker, delivering dozens of keynotes each year in-house for clients and at leading industry conferences.Mike is also Publisher of RainToday.com, the world's foremost publication and membership site for insight, advice, and tools for growing a service business.News outlets such as Business Week, Inc. Magazine, Boston Herald, and others have featured Mike's original articles and white papers, and frequently quote him as an expert. Mike's most recent research includes Making Lead Generation Work for Professional Services, Benchmark Report on Fees and Pricing in the Consulting Industry, and How Clients Buy: The Benchmark Report on Marketing and Selling Professional Services.Mike has written over 100 publications including articles, case studies, research reports, and books in the areas of marketing and selling for professional services, writes the Services Marketing Blog, and produces the Marketing and Selling Professional Services Podcast.Mike is a graduate of Brandeis University in Waltham, MA with a B.A. in American Studies, and holds an M.B.A. from the F.W. Olin Graduate School of Business at Babson College (where he often returns to deliver specialized classes to graduate students). Mike also enjoys fly fishing and golf, and actively studies and teaches the traditional martial arts of Seirenkai Karate and Jujitsu, holding the ranks of third degree black belt and Sensei.
