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Networking for parents
Caroline Artis is a partner at Ernst & Young. When she went on maternity leave she realised that more support was needed for returning mums. Now she heads a Parents' Network which provides a growing range of advice and help for working parents in the firm.
TOP 10 LEAD GENERATION MISTAKES MADE BY PROFESSIONAL SERVICES
By John Doerr Williamson: [handing Roma lead cards] I'm giving you three leads... Ricky Roma: Three? No, I count two. Williamson: There's three leads there… Ricky Roma: I'm waiting for the new leads. - Glengarry Glenn Ross, David Mamet 1992 Leads, leads, leads. It seems it is all about leads once the referrals and the circle of family and friends aren’t enough to keep our firms growing. Yet, when it comes to generating leads, most professional services firms get it all wrong in ten very common ways.

THE POWER OF THE MARKETING PYRAMID
By John Doerr “All animals are equal but some animals are more equal than others.” - George Orwell, Animal Farm 1956 Imagine this scenario: you are at a professional services firm that has just come off a fairly good year of growing revenue and profits. You want to continue this growth going into the coming year and have decided you are finally going to take some of these profits and invest in marketing. You have accumulated a list of 1,000 clients, former clients, and prospects to target. Everyone turns to you and asks, “Well, how are we going to invest our hard-earned profits?”

Online Marketing For Service Businesses
I know… you have a service-based business, or a professional services firm, and you probably don’t like the idea of marketing (or advertising, or selling). In fact, many service providers, professionals, and technical specialists think that if they need to promote their business to get clients, they can’t be very good. After all, successful businesses are built on word of mouth and referrals, right? And that should be enough to make you a success.
“A Strategic Approach To Produce A Strong Professional Services Brand, According To Your Strategic Thinking Business Coach”
A professional services firm, just like other types of businesses, needs to develop a strong brand and a favorable impression in the minds of prospects, clients and stakeholders in their business. In smaller professional service firms, there are limited financial resources for advertising as a primary branding vehicle. Therefore, as strategic approach is imperative to maximize the impact of available resources to rand your professional services firm. How do you influence your market in a strategic way that produces a favorable image of your firm in the minds of your prospects, clients and stakeholders? Your strategic thinking business coach recommends the following strategic approach.

Other professional services firm Related Articles

“A Business Coach’s Top Ten Tactics for Marketing Professional Services”
Marketing professional services is a real and difficult challenge. The challenges of marketing professional services are different from those of marketing products. Two major reasons for the differences are that clients cannot see or touch professional services before they buy them and the professional services are often produced and consumed simultaneously. And another reason is that marketing professional services is split among marketing, sales, professional and management staff instead of a dedicated marketing and sales force. Based upon my research and my own professional experience, I developed a Top Ten Tactics for marketing professional services. My top ten tactics for marketing professional services are:

“A Strategic Approach To Produce A Strong Professional Services Brand, According To Your Strategic Thinking Business Coach”
A professional services firm, just like other types of businesses, needs to develop a strong brand and a favorable impression in the minds of prospects, clients and stakeholders in their business. In smaller professional service firms, there are limited financial resources for advertising as a primary branding vehicle. Therefore, as strategic approach is imperative to maximize the impact of available resources to rand your professional services firm. How do you influence your market in a strategic way that produces a favorable image of your firm in the minds of your prospects, clients and stakeholders? Your strategic thinking business coach recommends the following strategic approach.
Anthony Robbins Organization
The Anthony Robbins Organization is a professional consulting and training firm, with each staff member hand picked and personally trained by the self-help guru himself. For over 22 years, the company has provided training programs, coaching workshops, and consulting services to everyone from national leaders and professional athletes, to Fortune 500 executives and the everyday worker. Its core areas of operation are: Sales, Motivation, Leadership, Teamwork, Communication, and Life Management Skills.

Strategies To Increase Fees Performance From Your Strategic Thinking Business Coach
Professional service firms are still struggling when it comes to increasing their professional fees & improving their performance. Too many firms are doing business basically as outsourced labor & getting paid strictly on number of hours of billable time plus expenses. The missing ingredient is not getting paid for the “value” they are providing to the client, which should always exceed the cost of the billable time. Some readers are already saying that this billing on “value received” will not work & will not be accepted. With that being said, I will attempt to outline some strategies that I believe will enable a professional services firm to increase their professional fees and improve their performance. Your Strategic Thinking Business Coach offers the following strategies:

Online Marketing For Service Businesses
I know… you have a service-based business, or a professional services firm, and you probably don’t like the idea of marketing (or advertising, or selling). In fact, many service providers, professionals, and technical specialists think that if they need to promote their business to get clients, they can’t be very good. After all, successful businesses are built on word of mouth and referrals, right? And that should be enough to make you a success.
Ten Recommended Strategic Actions Needed Prior To Starting Your Professional Services Business
Every day there are multitudes of entrepreneurial spirited people who think about starting his or her own professional service business. And of that multitude, there is some lesser number that actually moves forward and starts their own business to provide professional services off various kinds. Your Strategic Business Coach has worked with numerous entrepreneurs in the startup phase of their professional services businesses and has learned some valuable lessons from those experiences. From those “lessons learned,” Your Strategic Thinking Business Coach offers ten (10) recommended strategic actions that you need to take prior to starting your professional services business.

THE TOO SALESY PARADOX WHY PROFESSIONAL SERVICE PROVIDERS CANT SELL AND WHAT TO DO ABOUT IT
By John Doerr The distress is obvious. The complaints are frequent. The clear disdain for the activity is surprisingly unfiltered. What are we talking about? Selling, or more specifically, selling professional services. In conversation after conversation as I work with clients, conduct seminars, or network with my professional colleagues, I hear the same comments: Selling conflicts with my values as a professional. Selling gets in the way of building strong relationships. You have to have it in your genes - like a used car salesman. I don't sell professional services - I work with my clients to create the best solutions. People won't respect me as a professional if I am selling to them. I can't sell to them. What will they think of me? It (selling) is not what we do around here.

YOU CAN LEAD A HORSE TO WATER BUT YOU CANT MAKE HIM SELL OR CAN YOU
By Mike Schultz and John Doerr Recently, we presented to a group of firm leaders across a range of service areas on how to sell professional services. During the Q & A session, one leader of an engineering firm asked, “This is all great stuff, but how do you get them (my engineers) to sell? I mean, I have tried everything, but they still would rather do just about anything but sell.” Well, short of walking around with a large stick and a menacing attitude, we suggest you will inspire more of the professionals in your firm to sell by helping them get into the right frame of mind to become a rainmaker. It is not just a question of telling them to go out and sell; you need to take care of the following six areas to get the activity you want.

Professional Firms feeling the sales pinch
Professional Services Firms are struggling when it comes to keeping and finding business. This on top of the fact that many have to come to grips with the fact they need to sell. The market has definitely changed. You cannot sit there aggressively waiting for the phone to ring anymore. In speaking with one partner from a well respected law firm, he vented his frustration at the lack of action being taken in his firm by partners and their teams in terms of driving the push to find new business in current and new accounts. He stated that some teams were just sitting around with no work to do and no one knows what to do about it.
Legal Marketing: Your logo, a visual foundation for your firm
Your logo is a visual representation of your firm, and it should be recognizable, consistent and memorable. Your brand – and by extension, your logo–is your promise to your clients. It includes the way your office looks, the way you answer your phone and emails, the type of people you hire, the way you deliver your services-ultimately it’s who you are as a firm. The most obvious extension of your branding is often your firm logo so creating one should be approached with a level of seriousness and dedication.
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