Rainmaking for Success
Winning and Keeping Profitable Clients
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|Format:||Paperback, 307 pages|
|Published In: ||New Zealand, 01 October 2005|
To run a professional service organisation you need to know the most effective ways to generate and sustain profits and growth. Harry Mills has distilled the essence of business growth into a practical, step-by-step system for building a high-profit practice, based on the ' Eight R's of Client Relationship Marketing' - Revitalisation, Retention, Reaquisition, Referrals, Regeneration, Rainmaking, Related Sales and Reputation Making.
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.
|Publisher: ||Thomson Reuters|
|Dimensions: ||23.0 x 16.0 centimeters|