Best Sellers

One year ago, in the midst of the worst economic recession in recent memory, we launched a case study series called What’s Working in Marketing & Selling Professional Services. Our goal: to help B2B service providers maintain pipelines and close new business despite limited resources and a down economy. In this ebook, we share 10 of these success stories highlighting how B2B professional services firms used affordable marketing tactics to grow their business despite the down economy. Read More

Once upon a time professional services firms relied solely on referrals and three martini lunches to get new business. While referrals and networking are still key ways to generate new business, these approaches alone are not enough to fuel growth. You must take a proactive approach to generate a steady stream of leads and discussions. And, beyond referrals, in-person seminars are the leading way buyers find service providers. It’s a lot of work running a short seminar and this Short B2B Seminar Planning Starter Kit will give you the tips, insights, a step-by-step process, templates, and samples you need to get started running your own seminars. Read More

How do prospective clients identify, evaluate, trust, and eventually decide to hire you? Having purchased $1.7 billion in professional services, more than 200 buyers reveal their hiring behaviors and attitudes. It’s time - get inside your clients’ heads! The report features 57 pages of data and analysis, 29 charts and tables, and 18 major analyst observations, commentary, and recommendations. Read More

Pricing in the consulting industry: How do you compare? The bedrock of competitive analysis includes having a solid grasp of competitor sales and marketing practices - especially the fee structures, discounting guidelines, pricing approaches, and overall pricing models that can spell the difference between champion players and the also-rans. With the Fees and Pricing Benchmark Report, you will learn exactly what the pricing landscape looks like in the consulting field. Read More

What is the key to effective face-to-face networking? How do you set your networking activities in motion? How do you keep your network fresh and active? How can you use social networking to build, maintain, and enhance relationships? Which social media tools are right for your firm? Where should you begin? By focusing on how you can help others to succeed and prosper, you contribute to their success as well as your own. Networking for Professional Services: A Primer for Relationship Building (Including a Special Supplement on Social Networking) will provide you with tips and tactics you can use to organize and prioritize your networking activities and set them in motion. Read More

White papers are one of the most effective offers used by professional services firms to generate new leads for their services. A well-written white paper allows you demonstrate your expertise in a way that provides value to your prospects. But, writing the white paper is only half the story. You must get it in the hands of decision makers. This e-guide contains best practices, samples, templates and tips you can use when writing and marketing your own white paper. Read More