Rainmaking for Success http://www.fishpond.co.nz/Books/Rainmaking-for-Success-Harry-A-Mills/9780864725158

Winning and Keeping Profitable Clients

By Harry A. Mills

Table of Contents

Part One: The Marketing Challenge -- Profits Under Siege -- Growing your practice in tough times; Part Two: New model - The 8Rs of Client Relationship Management -- Revitalization: How to revitalize your value proposition with new services, sharper differentiation and premium pricing -- Retention: How to hold on to your existing golden high profit clients -- Reacquisition: How to win back your inactive and lost clients -- Referrals: How to woo profitable prospects by networking with the right people -- Regeneration: How to rebuild and grow your client base by precision marketing -- Rainmaking: How to target and win new high-profit loyal clients -- Related Sales: How to grow revenues and margins by up-selling and cross-selling -- Reputation Building: How to brand your practice to attract premium business -- Countdown to Success: How to transform your marketing plan into profits

About the Author

Harry Mills is Chief Executive of the Mills Group, a leading communication and marketing consultancy, and pioneers and innovators in the selling and marketing of professional services.