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What Every Professional Services Firm Needs to Know about Content Marketing

by Mary FlahertyFebruary 16, 2010

Are you already posting case studies and white papers on your website? Are you sending a newsletter (via email or print) or blogging?
If so, congratulations, you’re a content publisher!

Content marketing, sometimes called educational marketing, is not new for most professional services firms. You may not call it that; maybe you call it thought leadership or [...]

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4 Ways to Show Your Clients Some Love This Valentine’s Day

by Erica StritchFebruary 12, 2010

This Valentine’s Day you may be giving your sweetheart a box of Godiva chocolates, sending him or her a dozen long stem roses, or making a reservation at the nicest restaurant in town to show how much you appreciate and love them.
But your honey isn’t the only one who wants to know they are appreciated. What have [...]

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Get Noticed: Strategies to Attract Prospects and Engage Clients

by Michelle DavidsonFebruary 11, 2010

Over the past few years, a lot has changed with direct email. The CAN-SPAM Act of 2003 laid out enforceable rules for content, sending email, and unsubscribing from lists; more lists became available for purchase; and email became the marketing tool of choice for many firms.
One thing that hasn’t changed, notes Eric Rudolf, is the [...]

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A Lead Generation Weapon for Growing Your Consulting Services Firm

by Mary FlahertyFebruary 9, 2010

Some professional services providers are so enamored of shiny new marketing tools such as Twitter, Facebook, and LinkedIn that they completely overlook a proven tool for generating leads and educating prospects for a complex purchase.
Now, I’m a big fan of social media. I’m also a big fan of trying new and different approaches. But I’m [...]

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Use Offers and Experiences to Market Your Services

by Erica StritchFebruary 8, 2010

Purchasing professional services is a leap of faith. Questions fill buyers’ heads:

Will you deliver on what you say you will?
Do you really understand my needs?
Are you attentive and responsive?
Do I want to work with you?

Before a client becomes a client all they know about you is your marketing and sales process. And most marketing and [...]

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Do You Have the Right Buyers in Your Sales Pipeline?

by Michelle DavidsonFebruary 4, 2010

When times are tough and it’s difficult to sign on new clients or get current clients to buy additional services, we’re all tempted to take any business that comes our way. But that is a mistake. You must have a discriminating eye when considering prospects. You want a client who will stick around for the [...]

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Is Twitter Right for Everyone?

by Erica StritchFebruary 2, 2010

Being a type-A personality, I’m competitive and a bit of a workaholic. When I do something, I strive for the best.
I tell you this because I recently joined Twitter (@EricaStritch) and have only two words to describe the feeling: completely overwhelmed. I find myself wanting to build up my following and connect with others in [...]

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Take the Selling Services Challenge for a Chance to Win a Kindle (and a Great Book)!

by Mary FlahertyFebruary 1, 2010

The Selling Services Challenge is now closed. Check out the winner here.
You didn’t start your career in consulting, accounting, financial services, architecture, or another professional field because you wanted to spend your days selling services.
But, it’s the rare professional these days who is not required to do business development—either your firm now expects you to [...]

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Is Your Firm Attracting Clients or Pushing Them Away?

by Michelle DavidsonJanuary 28, 2010

The events of 2008 and 2009 will have lingering effects on professional services firms in 2010. Clients are still hunkered down and very cautious, while dealing with the many firms that are competing for their attention. Whom they spend money with will have to stand out among the crowd and offer real value, says Andrew [...]

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How to Pitch Your Firm’s Story to Entrepreneur Magazine

by Mary FlahertyJanuary 26, 2010

Are you wondering what it takes to get your firm featured in a national business publication?
In a recent interview with Start Up Lucky, Amy Cosper, editor-in-chief,  shared some tips for getting your firm’s story into Entrepreneur Magazine.
But before we get to the tips… Do you need to be a VC-funded or sexy-gadget company to be [...]

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