It’s hard to believe that not only is the year wrapping up, but so is the decade! (Wasn’t it just yesterday that we were worrying about Y2K?) Given our examining nature here at RainToday—we are constantly sifting through and reviewing research, best practices, and thought leadership as it relates to marketing and selling professional services—it seems only natural to share our favorite marketing resources of the decade with you.
So, we polled our colleagues at RainToday and Wellesley Hills Group to find out which resources, published or launched between 2000 and 2009, make our “best of the decade” list when it comes to marketing and sales for professional services.
In today’s post we feature books; in tomorrow’s we’ll feature online resources, including websites, blogs, and online publications. While most of these resources focus exclusively on professional services, some are broader in nature but quite applicable to professional services.
Please feel free to share your own recommendations for “best of the decade” professional services marketing and sales resources.
Best of the Decade Marketing & Sales Resources for Professional Services: Books
All for One by Andrew Sobel
In this book, Sobel shares a model for developing enduring, institutional client relationships (trusted client partnerships) with strategies supported by case studies, best practices from leading firms, and implementation tools.
Good to Great by Jim Collins
“Peppered with dozens of stories and examples from the great and not so great, the book offers a well-reasoned road map to excellence that any organization would do well to consider.”
Groundswell: Winning in a World Transformed by Social Technologies by Charlene Li & Josh Bernoff
This book is a must-read for any firm considering using social media in their firm’s marketing. The book covers how companies are gaining insights, generating revenue, saving money, and energizing customers using social media.
Guerilla Marketing for Consultants by Jay Conrad Levinson and Michael W. McLaughlin
This is a practical guide that shares guerrilla marketing tactics specifically designed for consultants.
Lead Generation for the Complex Sale by Brian Carroll
Brian Carroll’s book is chock-full of information to help you identify ideal leads, align sales and marketing, build a strong pipeline, and effectively use lead-generation tactics.
Million Dollar Consulting by Alan Weiss
This is an updated edition of Alan Weiss’ classic book on how to grow your consulting practice into a $1 million-per-year business.
Never Eat Alone by Keith Ferrazzi
Networking guru Keith Ferrazzi shares how to create success through relationships: manage gatekeepers, keep relationships fresh, warm up cold calls, and more.
New Rules of Marketing & PR by David Meerman Scott
David Meerman Scott shares how to use social media tools, including blogs, podcasts, viral marketing, and online media to extend your thought leadership.
Professional Services Marketing by Michael Schultz & John Doerr
Our own Mike Schultz and John Doerr, founders of RainToday.com and Wellesley Hills Group, wrote the book on marketing for consultants, attorneys, technology professionals, accountants, engineers, and other professional services providers. It features field-tested, research-based approaches and tactics along with case studies that illustrate the successes and failures of firms.
Purple Cow by Seth Godin
“The classic bestseller that taught the business world that safe is risky; very good is bad; and above all, you’re either remarkable or invisible.”
Rain Making: Attract New Clients No Matter What Your Field by Ford Harding
Ford Harding reveals how you can become a top performer in your organization: write articles, make cold calls, network, and develop a winning sales strategy.
Selling to Big Companies by Jill Konrath
This book, named one of eight sales must-reads by Fortune, will help you target accounts, find decision makers, create a value proposition, craft voicemail messages, and get meetings.
Strategy and the Fat Smoker by David Maister
“Real strategy lies not in figuring out what to do, but in devising ways to ensure that, compared to others, we actually do more of what everybody knows they should do.”
The Trusted Advisor by David Maister, Charles H. Green, and Robert M. Galford
This book is a must-read for all professional service providers. Filled with practical advice, the authors share a process service providers can adopt to become trusted advisors to clients.
Winning the Professional Services Sale by Michael W. McLaughlin
Michael McLaughlin presents a sales framework to help you meet the needs of the most demanding clients.
Writing White Papers by Michael Stelzner
If your firm publishes white papers, you’ll want to read this how-to guide. Michael Stelzner shares his process for developing compelling white papers from needs assessment to attracting prospects with effective marketing tactics.
