Professional Services Leadership, Marketing & Rainmaking
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When I lived in Brussels I was fortunate to get to know Walt Hopkins, consultant and Arithmodigmophile. Since 01/01/01, Walt has written an almost annual missive on Arithmodigmophilia, a word he coined to describe his love for numbers and patterns. I received his 09/09/09 message today. Compelling and thought provoking as usual.
In this podcast, David Meerman Scott talks with Mike Schultz, President of Wellesley Hills Group and Publisher of RainToday.com, about what he calls World Wide Raves. Also the title of his book, Meerman describes World Wide Raves as online content that gets people talking, blogging, tweeting, and downloading. Listen to this podcast to learn how to create World Wide Raves around your marketing ideas so that you can become the talk of the web and ultimately generate sales for your business.
(15:04)
Click here to subscribe to the series via iTunes.
Oftentimes in professional services firms, marketing plans are created and never completely implemented. Or, when they are implemented but not given enough time to show results, the firm views the campaign as unsuccessful.
John Doerr, president of Wellesley Hills Group, founder of RainToday.com, and co-author of Professional Services Marketing, explains what it takes for firms to implement a strategy.
(Time: 11:26)
Click here to subscribe to the series via iTunes.
I just had the most disturbing conversation with one of the CEOs with whom I work.
CEO: “Our largest client just told us that they want a 20% cut in our fees.”
Me: “What services don’t they want you to provide anymore?”
CEO: “Oh, they still want everything we’ve always done. Just for less money.”
Me: “So, let’s figure out the strategy to deal with this.”
CEO: “Ah, a little late. I already told them we would do it. But once the economy bounces back…”
Random act of seller-on-buyer violence? I think not. This frightening trend has exploded into a full-fledged social epidemic. But why?
Maybe it is because so many professional services firms are struggling for new clients or simply trying to hang on to existing ones. Maybe it is a seismic shift in the dynamics of the client / service provider power matrix (i.e., the economy). Or maybe we have all lost confidence in the true value we provide for our clients. Whatever the case, we shouldn’t allow it to come down to this humorous (yet, sadly, very close to the mark for professional service firms) depiction I came across recently:
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