Charting your career path: Opportunities for professional service marketers in the 21st century

Business & Money

Handley, Sally A

Management & Leadership

Society for Marketing Professional Services

What You Need to Know about Doughnuts-- And 35 More Marketing Success Stories

Tuminello, Randy

Craig Park provides a unique collection of observations and lessons learned drawn from more than 30 years of experience in the building industry. Framed as practical directions for leaders and aspiring leaders, marketers and operations managers, he shares real-world examples on how to build a successful professional service firm using a combination of expertise, excellence and experience --- supported by leadership, values, and collaboration --- that become the foundations for an enduring practice. 
Developing a knowledge-based, customer-centric culture should be the goal of every professional service firm. Getting there requires the same discipline for strategic planning, sales and marketing, and practice and process execution that characterize the best-of-class companies throughout the business world. Park covers a variety of topics from strategy to leadership, from innovation to responsibility, and differentiation to value, in a lexicon of best practices important to the evolution of your firm. 
This is a book that belongs on every professional service firm’s bookshelf.

Design. Market. Grow! Building an Enduring Practice Through Excellence & Experience

Park, Craig

Highly honored by the design and construction industry, including the prestigious SMPS Marketing Achievement Award, Capelin reveals the secrets she has used to train hundreds of business leaders to achieve success in their management and marketing. Each anecdote-filled chapter is packed with revelations and solutions to the problems that plague any enterprise. Define "Success"—If your firm is hired to advance your clients’ goals, how do you learn what those are and how to achieve them? Try asking! Immediately after winning a job, debrief with the client to learn why you were hired for the project, and why some other firm wasn’t. Play by Your Client’s Rules—Naturally, every firm wants its client’s endorsement. But do you have permission to advance your firm by associating your work with their project and name? Some clients insist on keeping a low profile. Negotiate this issue thoroughly to avoid costly misunderstandings. Deal with Problems NOW—No principal wants to deliver bad news to a client. Yet it’s not the news they’ll remember; it’s the way you handle the situation. Clearly explain the facts and how they affect your client, offer a solution, and produce a plan of action. You both must firmly believe, "Everything is under control." If You Don’t Ask, You Don’t Get—Many firms miss out because they didn’t ask for something they deserved: a higher fee, a change in the consulting team, better terms on reproduction costs for marketing materials, an evergreen contract. Very often, Capelin finds, the answer may be "Yes!" But you have to ask. FUBB (Follow Up Beyond Belief)—In the A/E/C industry, the slightest oversight could affect lives and safety. In the marketing department as well, following up, which should be equally automatic, requires a coordinated, united effort. Did the package with the proposal arrive on time, for instance?

Principles for Principals: Insights & anecdotes about what makes professional service firms thrive

Capelin, Joan

Creating Rainmakers-The Manager's Guide to Training Professionals to Attract New Clients   As every manager of a professional firm realizes, generating leads and landing new clients is one of the most critical operations of a successful venture, and everybody needs to learn how to do it well. But transforming accountants, architects, attorneys, consultants, engineers and other professionas into client-generators is not always easy to do.   Creating Rainmakers outlines all the necessary steps you need to turn your professional staff into successful rainmakers who can really drum up business!

Creating Rainmakers

Ford Harding

Marketing & Sales

MARKENDIUM, also known as the SMPS Body of Knowledge (BOK), is the comprehensive educational resource for the successful practice of marketing and business development in the A/E/C industry. The MARKENDIUM also further defines the six Domains of Practice for the Society and professional services marketing. One of the key components of the MARKENDIUM is this comprehensive book series that further defines the six Domains of Practice for SMPS and the A/E/C industry. These MARKENDIUM books were curated by SMEs and are a collection of existing and newly sourced content. The books serve as the premier go-to learning resource for the successful practice of marketing and business development for A/E/C professionals.

Domain 1: Marketing Research: MARKENDIUM: SMPS Body of Knowledge

Education & Teaching

Domain 2: Marketing Planning: MARKENDIUM: SMPS Body of Knowledge

Domain 3: Client and Business Development: MARKENDIUM: SMPS Body of Knowledge

Domain 4: Proposals: MARKENDIUM: SMPS Body of Knowledge

Society of Marketing Professional Services

Domain 5: Promotional Activity: MARKENDIUM: SMPS Body of Knowledge

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Books by Society for Marketing Professional Services