In this disruptive period, professional services firms have a unique opportunity to acquire great new clients. Traditional loyalties between buyers and sellers of services have become deeply strained. Budgets are tight and every purchase is closely scrutinized as buyers look for fresh insights, innovative approaches, and new strategies to improve their bottom lines. Many of the priorities that buyers held before the recession are no longer at the top of their list.
Is your firm keeping up? Do you understand how your target market is changing? Have you recently updated your ideal client profile? Do your services deliver the results that matter most to your ideal clients? Are you prepared to capture a greater share of services buyers in transition? If you cannot answer these questions definitively, you owe it to yourself to attend this webinar.
In this webinar Randy Shattuck, President of The Shattuck Group, shows you:
- How to capture an ever-greater share of ideal new clients who are perfect for your firm
- What an "ideal client profile" is and why it is critical to update it in this disruptive time
- How to manipulate the business-to-business buying cycle in your favor
- How to move quickly from the early to later stages of the buying cycle, close more deals, and improve your profitability
In this action-oriented webinar you will begin to:
- Build your ideal client profile
- Analyze your service offerings in light of how your target market sees them
- Articulate a value proposition both for your firm and each service you offer
- Develop a custom business development plan just for your firm
About the Presenter
Randy Shattuck is a senior marketing executive and founder of The Shattuck Group, a marketing firm that empowers professional services companies to reach their growth objectives. For 20 years Randy has helped professional services firms achieve their objectives by building strong brands, generating leads, acquiring the right customers, and positioning effectively.
Before The Shattuck Group, Randy helped Acclaim Technology, a Silicon Valley systems integrator, grow from $10 million to $120 million in sales in three years. Randy also headed the marketing function of Contec Microelectronics, helping that firm double its revenues. For 11 years Randy has lead The Shattuck Group, helping dozens of professional services firms in a variety of industries achieve their growth goals. You can email Randy at randy@theshattuckgroup.com.
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Presenter: Randy Shattuck
This webinar was presented November 12, 2009
Duration: 90 minutes, including a 30-minute question and answer session
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