Professional services marketing handbook :: how to build relationships, grow your firm and become a client champion /
"Marketing in professional services and consulting businesses (law, accounting, property, management consulting, project management, engineering, technical services, etc.) has progressed significantly in recent years. It is now seen as a major contributor to attracting and retaining clients, bu...
Gespeichert in:
| Weitere Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
Philadelphia, PA :
Kogan Page,
[2015]
|
| Ausgabe: | 1st Edition. |
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Zusammenfassung: | "Marketing in professional services and consulting businesses (law, accounting, property, management consulting, project management, engineering, technical services, etc.) has progressed significantly in recent years. It is now seen as a major contributor to attracting and retaining clients, building a successful brand, and growing revenue and profit.Professional Services Marketing Handbook covers key issues in business development, operations, and delivery and includes case studies, insights, and advice on CRM, digital and social media, thought leadership, branding, and client thoughts to provide the tools to deliver greater business impact"-- "The market for professional services and consulting firms is changing, driven by evolving and more demanding client requirements. Legal, accountancy and other professional services firms are now looking for a new breed of leaders with the insight to help deliver those requirements. Professional Services Marketing Handbook, published in association with the Professional Services Marketing Group, is for marketing and business development professionals, sales specialists, and a firm's technical practitioners who want to play a fuller role in their firm's obsession with client relationship development to increase their impact and influence. Featuring international case studies and best practice from industry leaders and experts such as Allen & Overy, Baker & McKenzie, Jacobs, PwC, Reeves & Co and White & Case, Professional Services Marketing Handbook explains how to become a complete client champion - the voice of the client - to both shape and deliver a firm's client solution and experience. It helps marketers develop a growth strategy for their firm, understand and connect with clients more deeply and develop and manage client relationships to build successful brands"-- |
| Beschreibung: | 1 online resource. |
| Bibliographie: | Includes bibliographical references and index. |
| ISBN: | 9780749473471 0749473479 |
Internformat
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| 245 | 0 | 0 | |a Professional services marketing handbook : |b how to build relationships, grow your firm and become a client champion / |c edited by Nigel Clark ; foreword by Charles Nixon. |
| 250 | |a 1st Edition. | ||
| 264 | 1 | |a Philadelphia, PA : |b Kogan Page, |c [2015] | |
| 300 | |a 1 online resource. | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 504 | |a Includes bibliographical references and index. | ||
| 520 | |a "Marketing in professional services and consulting businesses (law, accounting, property, management consulting, project management, engineering, technical services, etc.) has progressed significantly in recent years. It is now seen as a major contributor to attracting and retaining clients, building a successful brand, and growing revenue and profit.Professional Services Marketing Handbook covers key issues in business development, operations, and delivery and includes case studies, insights, and advice on CRM, digital and social media, thought leadership, branding, and client thoughts to provide the tools to deliver greater business impact"-- |c Provided by publisher. | ||
| 520 | |a "The market for professional services and consulting firms is changing, driven by evolving and more demanding client requirements. Legal, accountancy and other professional services firms are now looking for a new breed of leaders with the insight to help deliver those requirements. Professional Services Marketing Handbook, published in association with the Professional Services Marketing Group, is for marketing and business development professionals, sales specialists, and a firm's technical practitioners who want to play a fuller role in their firm's obsession with client relationship development to increase their impact and influence. Featuring international case studies and best practice from industry leaders and experts such as Allen & Overy, Baker & McKenzie, Jacobs, PwC, Reeves & Co and White & Case, Professional Services Marketing Handbook explains how to become a complete client champion - the voice of the client - to both shape and deliver a firm's client solution and experience. It helps marketers develop a growth strategy for their firm, understand and connect with clients more deeply and develop and manage client relationships to build successful brands"-- |c Provided by publisher. | ||
| 588 | 0 | |a Print version record. | |
| 505 | 0 | |a 01 Growth and globalization -- 02 Implementing a growth strategy: lessons from Asia Pacific -- 03 Developing international networks -- 04 Listening, understanding and responding to clients -- 05 Closing the commerciality gap -- 06 What legal clients want -- 07 From communities to cohorts -- 08 Thought leadership: transforming insights into opportunities -- 09 Conversation is king: connecting thought leadership and sales -- Dale Bryce -- Thought leadership and the Challenger Sale model -- Left brain vs right brain -- 10 The importance of client relationship management -- 11 Developing internal and external relationships -- 12 The primacy of relationships: how and why clients choose -- 13 It's all about value: managing marketing and business development -- 14 Managing transformational change -- 15 Understanding and exceeding partner expectations -- 16 The role of marketing KPIs in professional services firms -- 17 The future for professional services marketing: becoming a client champion. | |
| 650 | 0 | |a Professions |x Marketing. |0 http://id.loc.gov/authorities/subjects/sh85107269 | |
| 650 | 0 | |a Consulting firms. |0 http://id.loc.gov/authorities/subjects/sh93009209 | |
| 650 | 0 | |a Marketing. |0 http://id.loc.gov/authorities/subjects/sh85081333 | |
| 650 | 2 | |a Marketing |0 https://id.nlm.nih.gov/mesh/D040541 | |
| 650 | 6 | |a Professions libérales |x Marketing. | |
| 650 | 6 | |a Sociétés de conseil. | |
| 650 | 6 | |a Marketing. | |
| 650 | 7 | |a marketing. |2 aat | |
| 650 | 7 | |a Sales & marketing. |2 bicssc | |
| 650 | 7 | |a BUSINESS & ECONOMICS / Marketing / General. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS / Consulting. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS / Development / Business Development. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS / Industrial Management |2 bisacsh | |
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| 650 | 7 | |a Marketing |2 fast | |
| 650 | 7 | |a Professions |x Marketing |2 fast | |
| 650 | 7 | |a Sales and marketing. |2 thema | |
| 650 | 7 | |a Business and Management. |2 ukslc | |
| 700 | 1 | |a Clark, Nigel |c (Marketing executive), |e editor. |1 https://id.oclc.org/worldcat/entity/E39PCjDC47YTpR6CbyXdgPx6Bq |0 http://id.loc.gov/authorities/names/nb2015020573 | |
| 700 | 1 | |a Nixon, Charles, |e writer of foreword. |1 https://id.oclc.org/worldcat/entity/E39PCjtrQ63tKRKppCQP3tCrYP |0 http://id.loc.gov/authorities/names/n2015006642 | |
| 758 | |i has work: |a Professional services marketing handbook (Text) |1 https://id.oclc.org/worldcat/entity/E39PCFrxJYpB8pdDDyMpf6V8JC |4 https://id.oclc.org/worldcat/ontology/hasWork | ||
| 776 | 0 | 8 | |i Print version: |a Clark, Nigel. |t Professional services marketing handbook. |b 1st edition. |d London ; Philadelphia : Kogan Page, 2015 |z 9780749473464 |w (DLC) 2015000917 |w (OCoLC)893452857 |
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| author2 | Clark, Nigel (Marketing executive) |
| author2_role | edt |
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| author_GND | http://id.loc.gov/authorities/names/nb2015020573 http://id.loc.gov/authorities/names/n2015006642 |
| author_facet | Clark, Nigel (Marketing executive) |
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| contents | 01 Growth and globalization -- 02 Implementing a growth strategy: lessons from Asia Pacific -- 03 Developing international networks -- 04 Listening, understanding and responding to clients -- 05 Closing the commerciality gap -- 06 What legal clients want -- 07 From communities to cohorts -- 08 Thought leadership: transforming insights into opportunities -- 09 Conversation is king: connecting thought leadership and sales -- Dale Bryce -- Thought leadership and the Challenger Sale model -- Left brain vs right brain -- 10 The importance of client relationship management -- 11 Developing internal and external relationships -- 12 The primacy of relationships: how and why clients choose -- 13 It's all about value: managing marketing and business development -- 14 Managing transformational change -- 15 Understanding and exceeding partner expectations -- 16 The role of marketing KPIs in professional services firms -- 17 The future for professional services marketing: becoming a client champion. |
| ctrlnum | (OCoLC)906181356 |
| dewey-full | 658.8 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8 |
| dewey-search | 658.8 |
| dewey-sort | 3658.8 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | 1st Edition. |
| format | Electronic eBook |
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| illustrated | Not Illustrated |
| indexdate | 2024-11-27T13:26:34Z |
| institution | BVB |
| isbn | 9780749473471 0749473479 |
| language | English |
| oclc_num | 906181356 |
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| owner_facet | MAIN DE-863 DE-BY-FWS |
| physical | 1 online resource. |
| psigel | ZDB-4-EBA |
| publishDate | 2015 |
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| publishDateSort | 2015 |
| publisher | Kogan Page, |
| record_format | marc |
| spelling | Professional services marketing handbook : how to build relationships, grow your firm and become a client champion / edited by Nigel Clark ; foreword by Charles Nixon. 1st Edition. Philadelphia, PA : Kogan Page, [2015] 1 online resource. text txt rdacontent computer c rdamedia online resource cr rdacarrier Includes bibliographical references and index. "Marketing in professional services and consulting businesses (law, accounting, property, management consulting, project management, engineering, technical services, etc.) has progressed significantly in recent years. It is now seen as a major contributor to attracting and retaining clients, building a successful brand, and growing revenue and profit.Professional Services Marketing Handbook covers key issues in business development, operations, and delivery and includes case studies, insights, and advice on CRM, digital and social media, thought leadership, branding, and client thoughts to provide the tools to deliver greater business impact"-- Provided by publisher. "The market for professional services and consulting firms is changing, driven by evolving and more demanding client requirements. Legal, accountancy and other professional services firms are now looking for a new breed of leaders with the insight to help deliver those requirements. Professional Services Marketing Handbook, published in association with the Professional Services Marketing Group, is for marketing and business development professionals, sales specialists, and a firm's technical practitioners who want to play a fuller role in their firm's obsession with client relationship development to increase their impact and influence. Featuring international case studies and best practice from industry leaders and experts such as Allen & Overy, Baker & McKenzie, Jacobs, PwC, Reeves & Co and White & Case, Professional Services Marketing Handbook explains how to become a complete client champion - the voice of the client - to both shape and deliver a firm's client solution and experience. It helps marketers develop a growth strategy for their firm, understand and connect with clients more deeply and develop and manage client relationships to build successful brands"-- Provided by publisher. Print version record. 01 Growth and globalization -- 02 Implementing a growth strategy: lessons from Asia Pacific -- 03 Developing international networks -- 04 Listening, understanding and responding to clients -- 05 Closing the commerciality gap -- 06 What legal clients want -- 07 From communities to cohorts -- 08 Thought leadership: transforming insights into opportunities -- 09 Conversation is king: connecting thought leadership and sales -- Dale Bryce -- Thought leadership and the Challenger Sale model -- Left brain vs right brain -- 10 The importance of client relationship management -- 11 Developing internal and external relationships -- 12 The primacy of relationships: how and why clients choose -- 13 It's all about value: managing marketing and business development -- 14 Managing transformational change -- 15 Understanding and exceeding partner expectations -- 16 The role of marketing KPIs in professional services firms -- 17 The future for professional services marketing: becoming a client champion. Professions Marketing. http://id.loc.gov/authorities/subjects/sh85107269 Consulting firms. http://id.loc.gov/authorities/subjects/sh93009209 Marketing. http://id.loc.gov/authorities/subjects/sh85081333 Marketing https://id.nlm.nih.gov/mesh/D040541 Professions libérales Marketing. Sociétés de conseil. Marketing. marketing. aat Sales & marketing. bicssc BUSINESS & ECONOMICS / Marketing / General. bisacsh BUSINESS & ECONOMICS / Consulting. bisacsh BUSINESS & ECONOMICS / Development / Business Development. bisacsh BUSINESS & ECONOMICS / Industrial Management bisacsh BUSINESS & ECONOMICS / Management bisacsh BUSINESS & ECONOMICS / Management Science bisacsh BUSINESS & ECONOMICS / Organizational Behavior bisacsh Consulting firms fast Marketing fast Professions Marketing fast Sales and marketing. thema Business and Management. ukslc Clark, Nigel (Marketing executive), editor. https://id.oclc.org/worldcat/entity/E39PCjDC47YTpR6CbyXdgPx6Bq http://id.loc.gov/authorities/names/nb2015020573 Nixon, Charles, writer of foreword. https://id.oclc.org/worldcat/entity/E39PCjtrQ63tKRKppCQP3tCrYP http://id.loc.gov/authorities/names/n2015006642 has work: Professional services marketing handbook (Text) https://id.oclc.org/worldcat/entity/E39PCFrxJYpB8pdDDyMpf6V8JC https://id.oclc.org/worldcat/ontology/hasWork Print version: Clark, Nigel. Professional services marketing handbook. 1st edition. London ; Philadelphia : Kogan Page, 2015 9780749473464 (DLC) 2015000917 (OCoLC)893452857 FWS01 ZDB-4-EBA FWS_PDA_EBA https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=975066 Volltext |
| spellingShingle | Professional services marketing handbook : how to build relationships, grow your firm and become a client champion / 01 Growth and globalization -- 02 Implementing a growth strategy: lessons from Asia Pacific -- 03 Developing international networks -- 04 Listening, understanding and responding to clients -- 05 Closing the commerciality gap -- 06 What legal clients want -- 07 From communities to cohorts -- 08 Thought leadership: transforming insights into opportunities -- 09 Conversation is king: connecting thought leadership and sales -- Dale Bryce -- Thought leadership and the Challenger Sale model -- Left brain vs right brain -- 10 The importance of client relationship management -- 11 Developing internal and external relationships -- 12 The primacy of relationships: how and why clients choose -- 13 It's all about value: managing marketing and business development -- 14 Managing transformational change -- 15 Understanding and exceeding partner expectations -- 16 The role of marketing KPIs in professional services firms -- 17 The future for professional services marketing: becoming a client champion. Professions Marketing. http://id.loc.gov/authorities/subjects/sh85107269 Consulting firms. http://id.loc.gov/authorities/subjects/sh93009209 Marketing. http://id.loc.gov/authorities/subjects/sh85081333 Marketing https://id.nlm.nih.gov/mesh/D040541 Professions libérales Marketing. Sociétés de conseil. Marketing. marketing. aat Sales & marketing. bicssc BUSINESS & ECONOMICS / Marketing / General. bisacsh BUSINESS & ECONOMICS / Consulting. bisacsh BUSINESS & ECONOMICS / Development / Business Development. bisacsh BUSINESS & ECONOMICS / Industrial Management bisacsh BUSINESS & ECONOMICS / Management bisacsh BUSINESS & ECONOMICS / Management Science bisacsh BUSINESS & ECONOMICS / Organizational Behavior bisacsh Consulting firms fast Marketing fast Professions Marketing fast Sales and marketing. thema Business and Management. ukslc |
| subject_GND | http://id.loc.gov/authorities/subjects/sh85107269 http://id.loc.gov/authorities/subjects/sh93009209 http://id.loc.gov/authorities/subjects/sh85081333 https://id.nlm.nih.gov/mesh/D040541 |
| title | Professional services marketing handbook : how to build relationships, grow your firm and become a client champion / |
| title_auth | Professional services marketing handbook : how to build relationships, grow your firm and become a client champion / |
| title_exact_search | Professional services marketing handbook : how to build relationships, grow your firm and become a client champion / |
| title_full | Professional services marketing handbook : how to build relationships, grow your firm and become a client champion / edited by Nigel Clark ; foreword by Charles Nixon. |
| title_fullStr | Professional services marketing handbook : how to build relationships, grow your firm and become a client champion / edited by Nigel Clark ; foreword by Charles Nixon. |
| title_full_unstemmed | Professional services marketing handbook : how to build relationships, grow your firm and become a client champion / edited by Nigel Clark ; foreword by Charles Nixon. |
| title_short | Professional services marketing handbook : |
| title_sort | professional services marketing handbook how to build relationships grow your firm and become a client champion |
| title_sub | how to build relationships, grow your firm and become a client champion / |
| topic | Professions Marketing. http://id.loc.gov/authorities/subjects/sh85107269 Consulting firms. http://id.loc.gov/authorities/subjects/sh93009209 Marketing. http://id.loc.gov/authorities/subjects/sh85081333 Marketing https://id.nlm.nih.gov/mesh/D040541 Professions libérales Marketing. Sociétés de conseil. Marketing. marketing. aat Sales & marketing. bicssc BUSINESS & ECONOMICS / Marketing / General. bisacsh BUSINESS & ECONOMICS / Consulting. bisacsh BUSINESS & ECONOMICS / Development / Business Development. bisacsh BUSINESS & ECONOMICS / Industrial Management bisacsh BUSINESS & ECONOMICS / Management bisacsh BUSINESS & ECONOMICS / Management Science bisacsh BUSINESS & ECONOMICS / Organizational Behavior bisacsh Consulting firms fast Marketing fast Professions Marketing fast Sales and marketing. thema Business and Management. ukslc |
| topic_facet | Professions Marketing. Consulting firms. Marketing. Marketing Professions libérales Marketing. Sociétés de conseil. marketing. Sales & marketing. BUSINESS & ECONOMICS / Marketing / General. BUSINESS & ECONOMICS / Consulting. BUSINESS & ECONOMICS / Development / Business Development. BUSINESS & ECONOMICS / Industrial Management BUSINESS & ECONOMICS / Management BUSINESS & ECONOMICS / Management Science BUSINESS & ECONOMICS / Organizational Behavior Consulting firms Professions Marketing Sales and marketing. Business and Management. |
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