By Mary Flaherty, Manager, Research and Content Development
Case Study Series: What's Working in Marketing & Selling Professional Services 
As an independent audio producer and editor, Perry Anne Norton (PanRight Productions) faces the challenges familiar to many independent professionals—how to balance the delivery of client services with the marketing necessary to fill the pipeline for future work.
In 2002, when Norton relocated from New York City to Santa Barbara, California, she left behind a bustling city with established connections for a quiet community where she had no existing network. At the same time she was establishing a studio, she struggled to market her services and promote herself.
How could one person build a business and sustain a livelihood under such conditions? The answer, as Norton found, was that she could do it, but only with a network of hard-earned relationships, persistence, and the willingness to reach beyond her comfort zone.
Read the complete case study to learn how this independent professional was able to land deals with big brands including Barnes and Noble, McGraw-Hill, and Pfizer through relationship building.
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