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The 10 Commandments for Selling Professional Services |
Commandment Four: Commit High-Level Executives to Action
Research, a power map, advocates, and a cup of coffee?
by Mark Hordes, MBA, MS - Partner, Alexander Consulting, LLP
It has been my experience that executives have very little time to educate you about their business. They expect you to have done your homework and already know the critical issues facing their company and what services trends are evolving in the market place that will impact their top-line and company performance.
[ Read More ... ]
Events for Professional Services Leaders
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10 Commandments of Selling Professional Services
We all understand that nothing happens until someone sells somebody something. But how do you sell the intangible?
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Professional Services Within a Product Company
Join us at the AFSMI S-Business Symposium:
Evolutions in Professional Services
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Reach executives … Tough clients ... Tradeshow value … Fired for smoking
In this issue’s feature, Commit High-Level Executives to Action, Mark Hordes provides useful strategies to help you get C-level types moving in your direction. From due diligence to a cup of coffee—you’ll learn some useful tips.
We sometimes have to deal with tough clients. One PSJ reader, Randy Shattuck, identifies five types of difficult clients and gives techniques on how to handle them. When Should I Fire My Client covers profit drainers, slow payers, mean talkers and more.
Are tradeshows worth the expense? One PSJ reader asked that question in a previous issue. Our readers provide their advice in Should We Exhibit at Tradeshows? From pre-show to post-show strategies—even scoping out the competition—you’ll gain some valuable insights.
Imagine being fired because you smoke in the privacy of your own home. In Smoke and You’re Fired a PSJ reader asks for your opinion. He thinks it’s an invasion of privacy. Do you agree? Please provide your thoughts.
Be sure to review PSJ’s “Other industry insights” for six more articles to help you to win more business, maximize profits and improve your leadership skills. Happy reading.
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10 Commandments of Selling Professional Services
We all understand that nothing happens until someone sells somebody something. But how do you sell the intangible?
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Professional Services Within a Product Company
Join us at the
AFSMI S-Business Symposium:
Evolutions in Professional
Services
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What do you think?
Complete our 1-minute reader survey and you could win a PAIR of Garmin Rino 110 MP3 GPS.
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Plan Your Strategy
S-Business: Reinventing the Services Organization
Click Here To Order
"One of the best books I have ever read on the services industry."
- William Steenburgh, Senior Vice President, Xerox
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Issue 4.19
February 9, 2005
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Issue 4.18
January 18, 2005
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Issue 4.17
December 29, 2004
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Issue 4.16
December 9, 2004
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Issue 4.15
November 18, 2004
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Issue 4.14
October 7, 2004
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Issue 4.13
September 9, 2004
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Issue 4.12
July 14, 2004
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Issue 4.11
June 30, 2004
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Issue 4.10
May 28, 2004
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Issue 4.9
May 14, 2004
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Issue 4.8
April 29, 2004
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Issue 4.7
April 16, 2004
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[MORE]
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"A well done e-mail newsletter:
Heart of any online marketing campaign."
Seth Godin, Marketing Guru - Unleashing the IdeaVirus and Permission Marketing
Read our interview with Seth
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When Should I Fire My Client?
Five types of difficult clients and ways to handle them
by Randy Shattuck, Entrepreneur, Marketing Consultant
and Founder of The Shattuck Group
In this economic climate, more and more B2B professional services firms find themselves challenged to meet the expectations of their clients and still maintain desired levels of profitability. Clients have become more demanding while at the same time their budgets have shrunk. Sometimes, it can be in the best interest of your firm to shed difficult clients. [ Read More ... ]
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Last Issue's Dilemma:
Should we exhibit at tradeshows?
We’re a small management consulting firm with a staff of
six. I’m considering exhibiting at a two-day tradeshow put on by the county
Chamber of Commerce.
The fee for exhibit space is $950.00, and the expected
attendance is 2,500 business people with a variety of titles. A few of our
current clients usually attend this annual event.
To date, our new business normally comes from referrals,
direct mail and "pounding the pavement." Are tradeshows worth the expense? If
so, what strategies do others use to make tradeshows work? Thanks.
—C. M., company withheld
Read what our readers had to say!
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This Issue's Dilemma:
Smoke and you're
fired?
I’m worried about the recent news of a Michigan company that
fired four employees because they smoked—not on the job, but on their own time
at home.
I hate to admit it, but I’m a smoker. I’m also 35 pounds
overweight. Maybe that’s the next invasion—here come the fat police!
Obviously, smoking is a health concern and raises health
insurance costs for employers. I think that termination of employment for
smoking is discriminatory and an invasion of privacy.
What do PSJ readers
think? Is the firing acceptable?
—Chubby puffer, (name and company withheld)
Can You Help?
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Opportunity Management
How to win new business
Controlling Your Bottom Line
Information to help you maximize profits
Personal Leadership
Self-management insights for improved business results
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