Title Marketing your consulting and professional services / Dick Connor, Jeffrey Davidson

Edition Third edition Published New York : John Wiley & Sons, 1997

Copies

Location	Call no.	Vol.	Availability
MELB	658.8 Con/Myc 1997		AVAILABLE

Description xvii, 266 pages : illustrations ; 24 cm Contents Pt. 1. Foundational Material. 1. The Client-Centered Marketing Process. 2. The Client-Centered Marketing Process Model -- Pt. 2. Marketing Factors Analysis. 3. Preparing for a Marketing Analysis of Your Current Business or Practice. 4. Evaluating Your Current Clients. 5. Evaluating Your Prospects in Hand. 6. Managing Your Current Leverage Relationships. 7. Sizing Up Your Services. 8. Building Your Firm's Strategic Profile -- Pt. 3. Targets. 9. Managing Your Targets of Opportunity. 10. Managing Your Targets of Attention. 11. Managing Your Targets of Influence. 12. Selecting an Industry for Special Attention -- Pt. 4. An Insider's Understanding. 13. Developing an Insider's Understanding of the Industry. 14. Developing an Insider's Understanding of Your Niche's Market. 15. Selecting Needs You Can Meet with Available Resources -- Pt. 5. Serving the Niche. 16. Building Marketing into the Fabric of the Firm. 17. Building a Responsive Marketing Organization 18. Building Your Marketing Information System. 19. Preparing Value-Adding Solutions -- Pt. 6. Developing and Codifying Your Marketing Processes. 20. Positioning Your Business. 21. Building Your Firm's Intended Image. 22. Speaking to Targeted Groups. 23. Writing That Works. 24. Tapping the Local Press. 25. Leveraging Your Memberships in the Niche's Organizations. 26. Expanding Services to Current Clients. 27. Prospecting for High-Potential New Clients. 28. Selling the Value-Adding Solution. 29. Preparing a Winning Proposal. 30. Ensuring Client Satisfaction -- Pt. 7. Managing the Client-Centered Marketing Process. 31. Developing Your Strategic Plan. 32. Wrapping It All Up -- App. A. The Standard Industrial Classification (SIC) Code System -- App. B. A Sampling of Industry, Professional, Small Business, and Trade Associations Notes Includes index Bibliography Includes bibliographical references (page 245) and index Subject Business consultants. Consultants -- Marketing -- Handbooks, manuals, etc. Professions -- Marketing -- Handbooks, manuals, etc. Genre/Form Handbooks and manuals. Author Davidson, Jeffrey P. LC no. 97022965 ISBN 0471133922 (cloth : acid-free paper)

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