Your Professional Services Journal Has Arrived

From "So What" To "Say What?"

10 best practices to generate new business

by Randy Shattuck, The Shattuck Group

"We've had success, but I believe we could do so much better," said the VP of marketing as he looked over the documents laid out on the boardroom table. We had spent the previous two hours analyzing the results of the firm's marketing and business development programs from the previous 18 months.

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We aren't kidding ... Just spend about 45 minutes to take and submit this confidential survey by Oct. 30, 2009, and as a "Thank You," we'll send you the 2010 Professional Services Maturity Benchmark Report, (a $995 value) at no charge!

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Reach the top ... Close more deals … Tale of two firms ... Facebook or not?

Reach the top and separate yourself from the competition -- by going on a journey to reach level 5 of the professional services maturity model.

Open your dialogue with prospects by thinking "say what?" instead of "so what." Randy Shattuck discusses how to close more deals.

Want to become a trusted advisor and build relationships? Learn how in a Tale of Two Firms.

As Facebook grows, more businesses are considering using it for branding. Should your business jump in?

The holidays are coming. A reader complains that management puts her on duty just because she's single. How can she change this so she can be with family on holidays?

As always, we value hearing from you. To show our appreciation, anytime you ask or answer a question or leave feedback, we enter your name into a drawing for a pair of Garmin Rinos.

Thanks for reading -- Jack

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Marketing Your Services VS. Marketing Your Value:

A tale of two firms

by Erica Stritch

There is little debate that marketing and selling professional services is all about building relationships in which you are seen as a trusted advisor. This is done through demonstrating your expertise in a way that builds credibility and trust.

What the Leaders Do

How to be the "best" instead of the "rest"

by Jeanne Urich and Dave Hofferberth of Service Performance Insight

In the 2009 professional services maturity model benchmark, out of 170 participating organizations, seven firms significantly outperformed the benchmark average by scoring 4's and 5's (on a scale of 1 to 5 with 5 being the most mature) in most service performance pillar dimensions.

Why Leaders Fail

The warning signs of impending failure

by Mark Sanborn - Cincom Expert Access

Are You a Manager or a Leader?

An analysis of survey results

by David Peck - The Recovering Leader

Last Issue's Dilemma:

Can Facebook really put a face on a business?

We see how Twitter and LinkedIn have value for businesses. We've also noticed that many businesses have Facebook pages. So many questions pop into our heads: Can Facebook be our firm's only online presence? Should every business have a Facebook fan page? Or should we forget Facebook altogether and use a different form of social media?

-- All a-twittering about Facebook Read what others had to say.

This Issue's Dilemma:

The Grinch isn't the only one stealing my Christmas (and Thanksgiving)

The holidays will be here before we blink, and I dread them. Every year, my coworkers and even my boss push me to work longer hours to cover for them around the holidays because I "don't have any family."

Well, I may not have a spouse or kids, but I do have parents, siblings, nieces and nephews. I'd like to spend time with them. How do I deal with everyone's request for me to be the skeleton staff? Better yet, is there some way I can keep them from asking in the first place? -- In the holiday doldrums

Can You Help?
Share your experience. You could win a digital camera.

Four Keys to Converting Stalled Leads

Meeting the challenge to justify lead generation activities

by Tom Jacobs - TechMarketingBlog

B2B: You Gotta Score to Win

Lead scoring takes on new meaning in today's competitive marketplace

by James W. Obermayer - Target Marketing

Get Rid of Dysfunction

How to build your company's dream team

by Patrick Lencioni - Success Magazine

How to Manage Your High-Performing Team

Blessed with productivity, but cursed with attitudes

by John Baldoni - Harvard Business Publishing

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