RainToday, January 9, 2008
What's Your Professional Service Firm's Marketing Strategy For Cultivating Referrals?
Savvy professional service firms leave nothing to chance. Instead, they develop a systematic process for identifying, training, and cultivating prospective referrers. By so doing, they reduce the "randomness" of new business development and sign up new clients more predictably...
Marketing Profs.com, October 2, 2007
Selling Professional Services? It's All
About Leverage
Marketing programs that Professional Service Firms can use to improve business development productivity and profitability...
RainToday, March 6, 2007
Why Marketing 101 Lessons Still Prevail:
A Case Study
With apologies to Robert Fulghum, author of the bestseller, Everything I Needed To Know I Learned In Kindergarten, a recent experience provided solid proof that much of what we need to know as marketers was covered in Marketing 101...
RainToday, March
6,
2006
The Power Of Anecdote
And Agenda: Researching Your Prospects' Buying
Patterns
As
marketing directors, we want to invest money
in marketing projects that demonstrate a
return on investment...
MarketingProfs.com, February
7, 2006
Maximizing Profitability:
How Marketers Make an Impact
Every
company aims to maximize profit. Yet, in
the frenzy of everyday work, it is not uncommon
for "urgent" issues...
MarketingProfs.com, November
8, 2005
Is It Time to Revamp Your Communications Plan?
If your sales cycles seem to be
dragging, it may be time to revamp your communications
plan...
MarketingProfs.com,
June 28, 2005
Are White Papers Just for Technical
Marketers?
As
marketing professionals, it is our job to stimulate demand
for a company's goods and services with one of two...
MarketingProfs.com, May
24, 2005
Test Your Customer IQ
It
will come as no surprise that customers want it their
way (to paraphrase Burger King). Yet many companies don't...
Mass
High Tech, May 16, 2005
Seal the deal with the right
stuff
Recently,
five companies that had seen his company’s “point
solution” at a health care industry trade show...
MarketingProfs.com,
May 10, 2005
Secrets to Closing the Sale
There are many reasons for not closing
a sale. In today's climate of information and work overload,
an increasingly....
Boston
Business Journal, November 6, 2004
To drive your sales, adopt
a major-accounts strategy
Did you know you can increase your company’s
revenues—without necessarily adding more resources?
The key is...
Mass
High Tech, August, 2004
Is outsourcing the marketing
function your key to rapid growth?
The
single most important driver of growth for emerging technology
firms is having the right people in place...
Women's
Business, Volume 6, Issue 9, June 2004
Know your customer, grow your
business
Did you know that while companies consider
market research to be expensive, they can’t afford
not to do it?...
Mass
High Tech, March, 2004
Getting the message out: Steps
to technology marketing
Tech startups have great ideas, boundless
energy and capped resources. Focus is key to exploiting
resources for the...
Mass
High Tech, September 15, 2003
Remove sales obstacles and accelerate
the sale
Marketing textbooks preach that pain sells.
The quickest way to make a sale is to identify customers'
pain and...
Massachusetts
Lawyers Weekly, July 14, 2003
Using Client Data To Grow Your
Practice
Many lawyers are spending more of their
time marketing, and as with any time-intensive endeavor,
it is important to..
Boston
Business Journal, April 18, 2003
Making it easy to buy —
honing the small business edge
The ability to develop customer intimacy,
display a high level..
Boston
Business Journal, February 24, 2003
Even small businesses can benefit
from marketing systems
Small companies that implement marketing systems
to identify their best prospects can dramatically increase
revenue..
Contact,
October 2002
Growing your business
Pssst. Let me let you in on a little secret.
Selling doesn't work. The customers are in control. They
decide what they..
Contact, September 2000
Eight Questions Every Small
Business Owner Should Ask Before Jumping On-Line
According to a recent report by Dun and Bradstreet
(May 25, 2000), 41% of women-owned businesses indicated
that they have Web pages, up from 22% in 1999. Yet the...
Health Care Marketing Matters,
Winter 1999
Make it easy to use
Talk to any health care administrator about
clinical initiatives—practice guidelines, disease
management, alternative medicine—and you're likely
to hear familiar complaints...
Health Care Marketing Matters, Summer 1999
Mind over Matter
An ever-growing body of evidence demonstrates
that "alternative" medicine—such as mind/body programs,
acupuncture, massage and chiropractic services...
Effective
Clinical Practice, January/February 1999
How Ready Are
Health Plans for Medicare? 
PDF
The Medicare program is moving quickly to offer
its beneficiaries the option to enroll in capitated managed
care plans...
Health Care Marketing Matters,
Fall 1998
Who's doing what on the web
Health care organizations are turning to the
Internet, especially the world wide web, to market their
goods and services. While the movement to digital communication·
Health
Care Marketing Matters,
Fall 1998
Health care's new customers: For marketers
there's a whole new audience out there.
Marcus Welby is dead. In the not-too-distant
past, the health care industry enjoyed a goodwill and
stability other professions envied. During the last 15
years, however...
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