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Are you curious about other SMPS member’s salaries across the country? Then read the new 2009 Salary and Expense Survey.
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In The 7 Habits of Highly Effective People, author Stephen R. Covey presents a holistic, integrated, principle-centered approach for solving personal and professional problems. With penetrating insights and pointed anecdotes, Covey reveals a step-by-step pathway for living with fairness, integrity, honesty, and human dignity-principles that give us the security to adapt to change and the wisdom and power to take advantage of the opportunities that change creates.
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This book examines many of the secrets business developers have learned over the years and explains them in a straightforward format that will help boost your sales. This book is proof that you don't need to sell your soul to be successful in sales. Livesay highlights qualities such as passion, persistence, and mentoring as keys to success.
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Using the directory is much the same as using a dictionary or phone book. The awards are listed by name alphabetically, and are cross referenced, also alphabetically by discipline, by association and by project type.
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Building relationships is the most important function of business, because all business depends on working with people you know and trust. Learn from this expert how to look professional, convey professionalism, and draw people to you for a successful sales and marketing career.
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Collins, author of GOOD TO GREAT, examines 18 companies and deduces what makes these choices "visionary", or what keeps some of them at the forefront of their respective sectors. BUILT TO LAST looks at a range of companies, from Disney to GM, contrasting their business models and strategies, showing how, in two similar companies, one succeeds while the other falls by the wayside.
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The modern workplace is transforming rapidly with the ever-increasing pace of technology. Every day, in addition to the traditional rules of conduct, we face uncharted areas of decorum. Business Etiquette: 101 Ways to Conduct Business with Charm and Savvy provides up-to-date information on modern business behavior.
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SMPS is please to present this career ladder guide for the use of people entering the field, those already climbing the ladder, and forms that wish to either establish or more clearly define their marketing organization. The ladder dissects the marketing function and differentiates among the myriad of roles, responsibilities, and variations in the educational background and experience represented in the field of marketing for the built environment.
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This book is an analysis of marketing professional services as a career covering job descriptions, education/professional development, and qualifications this is an excellent tool to plan your path to a successful career and job satisfaction in the design and building community.
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Specifically, the main features of the text are: An early introduction to confidence intervals and hypothesis testing, examples and problem sets are based on real data, case studies, computer printouts, computer labs, and nonparametric and parametric statistical methods are integrated.
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Nothing yet has been invented that will replace the impact and portability of ink on paper, and in the case of a brochure, nothing carries the authority of a well-designed and well-written marketing piece with a firm's credentials clearly presented. This reference will help you plan and create an attractive, professional brochure to support your firm's marketing and business development strategies.
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Every manager of a professional firm realizes that generating leads and landing new clients are critical components of any successful business venture. But transforming accountants, architects, attorneys, consultants, engineers, and other professionals into client-generators is not always easy to do.
Divided into two comprehensive parts-The Rainmaker Model and The Elements of Rainmaking-Creating Rainmakers outlines all the steps you should take to turn your professional staff into a powerful team of sales winners.
Filled with in-depth insight and practical advice, this book will show you how to:
* Generate leads
* Build a strong network of contacts
* Master a variety of sales techniques
* Develop capable successors to current rainmakers
* And much more
Based on more than 100 interviews with the principals of professional firms, including many of today's preeminent rainmakers, this valuable guide has the information you need to help your company succeed.
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This book is the definitive guide on how to grow a design and construction firm. It discusses project management, marketing, quality, strategy, delivery, and leadership. It pinpoints the factors that ensure success for a firm and those that could destroy it. This industry pro distills his years of experience working in the industry and pinpoints the circumstances that make a difference in the path a firm takes, its philosophy, mission, and marketing plan, and how these factors play out. Read it now and see how it will add to your own perspective and understanding of how business really works! Every manager in your company should have one!
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English has become the global language - the dominant language used in international trade, science, technology, and travel. But for most Americans, the potential for linguistic misunderstanding, confusion, and embarrassment when using English with nonnative speakers is greater now than ever. In this essential guide, veteran international businessman and raconteur More Roger E. Axtell shows you how to use English successfully in any business or social context - and how to avoid making embarrassing or misleading statements to people who are trying to understand you.
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Economics has a short history but a long past. As a distinct discipline, economics has been studied for only a few hundred years, yet civilizations have confronted the economic problem of scarce resources but unlimited wants for millennia. Economics, the discipline, may be centuries old, but it is new every day. Each day offers fresh evidence to support or reshape evolving economic theory. In Economics: A Contemporary Introduction, I draw upon my 25 years of teaching principles to convey the vitality, timeliness, and evolving nature of economics.
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For the first time in history, all four generations collide in the workforce. Being Generationally Savvy™ gives organizations the competitive advantage. Anna Liotta’s Generationally Savvy™ solutions save her clients money and increase their market share. Her insight coupled with practical wisdom helps companies to effectively attract, grow and retain top talent and loyal customers of all ages. Anna's leadership and marketing consulting services and content-rich keynotes teach leaders the values, attitudes and beliefs of each generation and how to leverage their knowledge of What Makes the Generations Tick and What Ticks Them Off™. Anna is an action-oriented dynamo with a quick wit and warm laugh that immediately engages and sets you at ease. She has a gift for quickly identifying the issues and articulating them clearly. Her genuine love of people makes collaborating with her productive and fun.
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The chapters in this book appeal to the seasoned pro as well as the rookie, and will help you through the daily marketing challenges we all face. From professional development to burn-out and from brochures to liability issues, the book covers the framework, the nuts and bolts, and the management of the marketing effort.
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Roger Herman and Joyce Gioia are experts on the workforce, workplace dynamics, and best practices of successful companies. They are also my good friends and colleagues in FutureSpeak. They have written a wonderful book for any company or organization that wishes to be an employer of choice, particularly relevant today when the array of employment options for any worker is vast. The authors continually remind the reader, this choice is not just a single decision made when joining a company, but an ongoing series of decisions to remain thereafter as their careers develop.
What are the benefits to the company of being an employer of choice?
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Forget business cards and power lunches- networking has changed forever. Discover how to make the most of the hottest professional website. It is now estimated that 19 million business professionals log onto this site every day to look for job opportunities, search for potential clients, get recommendations from colleagues, and reconnect with former coworkers. "How to Succeed in Business Using LinkedIn" takes users through every aspect of the site, from getting registered and building their network, to posing questions and creating groups.
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With more than 12 million members on this popular business networking site, there is a lot of potential to find and develop relationships to help in ones business and personal life, but many professionals find themselves wondering what to do once they sign up. This book explains the different benefits of the system and recommends best practices to get the most out of LinkedIn.
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The way a firm's executives relate rewards to results has a tremendous impact on successful implementation of the business plan. Business owners and executives who recognize this are moving away from traditional methods of salary administration and implementing incentive systems that allow them to reward effective managers. Biderman will show you how to set up a workable system.
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This comprehensive guide contains more than 175 pages of informative text; 38 tables and charts of hard-to-find information and proprietary research data; 14 chapters with up-to-date information on the use of LEED in green buildings; special focus on the office, school, college, residential, and health care markets; market size estimates for green technologies including solar, certified wood, green roofs, and other emerging approaches to green building; and clear descriptions of successful marketing strategies and approaches to selling green buildings, developments, and services.
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Everything you need to know to fill out a SF254/255 form.
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Updated to reflect world events in the late-1990s and their effect on international business, this new edition presents much of the statistical material in graph form. The appendix contains a wide list of international business websites and a brief Internet guide.
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Great answers to tough interview questions-and everything else you need to know to get the job you want!
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Whether at home or at work, you spend a lot of your waking hours conversing with other people. You try to influence their behavior by advising, ordering, and persuading--but all too often, you fail to get through to them. Here are scores of "conversation power" techniques you can use to control the behavior of others in virtually any family, business, or social situation. Without ever raising your voice, you can get anyone to do what you want, the way you want--and do it gladly. Once you learn these simple methods of verbal persuasion, you'll wield an almost magical power over everyone--and win the respect, support, and friendship of everyone you meet!
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Approaching management information systems from a user-manager perspective, this text examines the subject by each functional area of an organization - marketing, finance, production, etcetera. There are also new chapters on the Internet and distributed systems.
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Market research is simply the process of gathering information, market intelligence, from the marketplace and applying it to strategies for directing the future of your firm. Sales happen in the present. Marketing prepares for the future. Market research positions your firm to reach the future ahead of your competition.
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It is truly surprising to find when time and value and return-on-investment have become catch phrases in the building industry, how few firms budget their marketing expenses or even track their marketing costs. It is even more amazing to think that many firms are quite willing to sink a significant percentage of their net revenues into marketing without a plan for how these dollars will be spent. The marketing budget can be viewed as the most important part of the marketing plan. The marketing budget commits you to action. It is the part of the plan that most clearly delineates the time and money allocation required to meet your firm's marketing goals.
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The marketing coordinator in the design and construction industry is a jack-of-all-trades—a consummate organizer and a master juggler. Today's marketing coordinator may be called on to handle a wide spectrum of activities. While this report defines many of these activities, it is unlikely that one person can realistically be expected to accomplish the entire scope defined here. Every firm must establish realistic expectations for the marketing coordinator based on its needs and priorities. Whether the person coming to your doors has experience in your field or experience in an entirely different field, it is wise to give that person the opportunity to learn the nature of this industry and its expectations, and to at least know the full range of activities that are possible.
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With 47 articles by more than 60 contributors and reviewers, this book covers every aspect of marketing in the design and construction industry from initial market research, to getting leads, to making presentations, to website development. Major sections including Planning, Sales & Business Development, Winning work, Public Relations & Management.
Destined to become an indispensable resource and a well-worn volume on the bookshelves of those involved in marketing professional services for design & construction.
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(SMPS) was chartered more than 25 years ago to serve the needs of individuals who market architectural, engineering, interior design, construction, and related services that create the built environment. Through its formation and growth, SMPS created the profession of professional services marketing. Today, marketing is an integral part of almost all the services that design and build the environment in which we live, work, and play. Over the years, SMPS has helped create and identify the leaders in this profession. It is those leaders who were called upon to revise and expand this handbook. The original first edition of this handbook was created to fill a gap that existed in the literature of marketing. While much has been written about product marketing, little has been written about services marketing and even less about marketing services for the built environment.
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Is your company "marketing-driven"? That is, are you proactive in strategic positioning, identifying promising markets, building name recognition, finding and securing customers, negotiating great deals, and delivering great service? This book can help you boost your efforts in each of these areas and help you fine-tune your strategy for success.
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This guideline to practice represents ACEC’s first marketing manual for engineering and other design professional firms. It includes current research on the experiences and effectiveness of engineering firms with respect to their marketing programs. The purpose of this book is to introduce the topic of marketing to CEO’s, principals, and marketing directors in small to medium firms.
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Marketing is fun. There is a joy in being on the cutting edge, figuring out what the client needs, devising a way to meet that need and conveying the client to hire you instead of the competition. The world’s best explanation of marketing doesn’t necessarily inspire you to lift the phone to make a call or get out of your chair to go meet a client. The primary purpose of this book it to encourage the reader to market because you want to, not because you have to.
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Marketers in professional service industries lag behind their corporate counterparts in the ability to definitively measure the return on our marketing investment. While “Jobs Won” is the ultimate criteria for measuring marketing success, it does not help distinguish the elements of your marketing effort that are most effective from those that are inefficient and a waste of time. This book will help you begin evaluating your marketing effort by providing guidelines to develop marketing initiatives that can be measured.
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301 action items for managers of A/E/P & environmental consulting firms.
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How much money does your firm waste discussing every RFP it receives and submitting on a too-wide array of "interesting" projects? Have you ever thought that you could control your marketing efforts, submit proposals on fewer projects and win more of them? Then you need a marketing plan. A marketing plan sets targets for your efforts and helps you focus your marketing dollars where they will be the most effective. It can establish accountability, reduce waste, increase success and help crystallize your path to the future. Learn with Karen Kerruish what a good marketing plan should be.
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This groundbreaking book reveals how today's global businesses can be both environmentally responsible and highly profitable.
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If you want to increase your networking confidence, this 128-page book is for you. It's jam-packed with simple, no-fail techniques that include everything from how to start a conversation with anyone to how to mingle like a pro. Networking is an important skill for a chapter leader who wants to get more members involved — and maximize the value of your time at chapter events. You need to feel comfortable working the room — whether meeting potential new members or asking someone to step up for volunteering. The challenge is that few of us have ever been truly taught how to network. A few grew up lucky — but for most of us, it's been a hit or miss skill. Networking: The Skill the Schools Forgot to Teach breaks networking down into a series of simple steps that anyone can learn.
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Keith Ferrazzi believes strongly that relationships that are genuine and significant are key to success and happiness. He shows how to establish the proper mindset, how to get a sense of one's own mission, and how to interact with people once you begin building your personal brand. Ferrazzi seems to have a voracious appetite for connecting to others, but he also has an epicure's sense that quality is the goal and offers specific advice and guidelines, many drawn from marketing, information management, and flow theory. He is strong on doing for others and giving back, and cautionary on things that need caution--such as hubris. Definitely business oriented, and based on real experience, this etiquette of networking is grounded in innovative ideas.
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Have you bought into someone else's definition of success? Would you like to create the life you want to live? By using the exercises and tools in The New Success, you can do just that!
You learn how to:
- use the Three Critical Keys to Success
- set and achieve goals that are compatible with your values and desires
- overcome OPNI and YONI
- understand and move through the changes that occur as you create the life of your dreams.
The theory in The New Success is backed up by down-to-earth practicality with tools such as:
- Worksheets for Self-Discovery
- Ten-Minute Drills for accelerated progress
- A Thirty-Day Success Plan to get you moving
- A Four-Week Networking Plan to bring into your life the people who can help you.
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A guide to pitching products and services to one customer at a time shows business people how to find the twenty percent of their loyal customer base and how to find out what those customers want.
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This authoritative book balances presentation of corporate strategy and analytical tools by presenting decision-making within the context of a firm's competitive priorities. A cross-functional perspective is new, demonstrating how operations are linked to other functional areas. The comprehensive coverage includes sections on strategic choices, process, quality, capacity, location and layout, and operating decisions. Two new chapters address supply-chain management and the management of technology,
both very timely topics in production and operations management today. Extensive real-world examples demonstrate how manufacturing and service organizations meet operations challenges.
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Seth Godin takes the concept of one-to-one marketing to the next level in this exciting introduction to "permission marketing" -- a dynamic new technique that encourages consumers to seek out information and allows businesses to direct their efforts in the most efficient and effective way. Drawing on his own experiences as founder and president of Yoyodyne -- the first company to create promotions and direct mail campaigns on-line -- and on the success stories of companies like American Airlines and Amazon.com, Godin shows that permission marketing breaks through consumer resistance, creates trust, builds brand awareness, and greatly improves the chances of a sale.
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A marketing plan is a written document that outlines specific performance goals related to marketing for a specific period of time and establishes a plan to meet those goals. This book discusses thoroughly the seven components of a marketing planning including the audit, outlook, goals and objectives, strategies, tools and resources, budget, and implementation.
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Why this book is different. Volumes have already been written about total quality management (TQM) and total quality service. So much so, that many managers have had enough of the fad and are waiting hungrily for the next flavor of the month, sprinkled liberally with new jargon to match the anticipated taste. This is a reflection of the human condition: People are always waiting for the ultimate dessert. The term TQM will be used, but in a context that may not be expected, because this book focuses on a new model that delivers practical continuous improvement, and has little to do with the intangible concept of quality. Continuous improvement is the ultimate dessert. This is because continuous improvement encompasses everything, accepting the healthy and nutritious ideas and spitting out dangerous, time-consuming, and low-productivity ideas. Continuous improvement is timeless!
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This handbook is not written for the technician but for those with the greatest stake in the office brochure-the owner-managers of the firm. They are the ones who pay for the brochure and stand to lose the most by its failure to perform.
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Presentations are a fact of life in the design and construction world. Five elements are critical to the success of any presentation. You must have the right people for the project and the presentation, the right project credentials, a project process that makes sense, an appropriate price (if price is an issue at the presentation stage), and some aspects of your firm that makes you peerless-sets your firm apart from its competitors. Learn the details and helpful tips regarding each of these five elements in this book.
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Promotion Strategies for Design and Construction Firms Design and construction firms have to market smarter to remain competitive in the economy of the 1990s. It is more important than ever before to get the most out of marketing-support and promotion budgets. The fact is, marketing and selling professional design and construction services can be more effectively and efficiently implemented with targeted promotion techniques--"smart media." Design and construction firms of every size--from regional specialists to major international multidisciplinary organizations--have to adopt strategies that will differentiate their organization in the marketplace. Promotion Strategies for Design and Construction Firms presents hundreds of viable ideas that are aimed directly at the bottom line. Your firm can adapt from a wide selection of proven communications methods to build a persuasive and positive image utilizing sales letters, publicity, direct mail, advertising, public appearances, brochures, event sponsorship, newsletters, and other mediums. Promotion Strategies for Design and Construction Firms provides clear, accurate guidelines to plan, implement, and track a program that will yield the highest return on your investment of time and funds. Become familiar with promotional options and learn to recognize quality in approach and implementation.
* Focus on your firm's strengths and the decision makers you want to reach.
* Pre-sell to the marketplace by employing media that can effectively deliver the message of your firm's strengths and accomplishments.
* Multiply the reach of the promotional activities you undertake.
* Select programs that keep your clients and prospects informed about the industry and your firm.
* Establish your firm as an industry leader by sponsorship of status-building events.
Promotion Strategies for the Design and Construction Firms is the most thorough book ever produced on the subject. It is extensively illustrated with outstanding examples gathered from successful firms in architecture, landscape architecture, graphic design, interior design, construction, and construction management. Combined with case studies, interviews, and commentary from industry leaders, Promotion Strategies for Design and Construction Firms is an invaluable idea resource. It is a working reference for any company that wants to insure a healthy future by increasing the number of today's qualified leads that become tomorrow's profitable projects.
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Getting published has been one of the most utilized forms of public relations for professional services firms. Publicity and the visibility it brings can help attract clients and form favorable opinions. An effective publicity program supports and enhances the overall marketing program. In this book you will learn how to develop a plan including, finding the right “hook.” Topics also include, nurturing editor relationships, submissions, and what to do after publication.
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Most firms in the design and construction industry must do at least some proposals to obtain the work that keeps them in business. However, the proposal process is often fraught with difficulties-tight schedules, frantic searches for information that is not readily available, and a general lack of organization. To save the wear and tear on your nerves, and to respond to the demands of today’s sophisticated clients, sit down and read this book. Nothing is more daunting to the novice professional service person than preparing a proposal. On the proposal hinges the possibility of getting the business, or losing the business. Even if you've worked for a design or other professional services firm for years, there is no proposal that doesn't have scheduling problems, planning problems, or coordination problems. When you've struggled through the proposal process, there is nothing more disheartening than to discover that someone else's proposal came in first! The more you can learn about the proposal process the better. Learn how to determine whether your proposal actually addresses the prospective client's needs.
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There is no magic about developing a winning proposal; it’s simply a matter of following a planned process that is systematic and repeatable. The purpose of this book is to guide you through this step-by-step process.
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Proposals are the most important document your firm writes. This book is a blueprint for preparing successful proposals. Proposals that win, and that make the best and smartest use of your resources. Especially the most cherished resource you have-time.
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In "Purple Cow, "Godin urges business people to put a Purple Cow into everything they build, and everything they do, to create something truly noticeable. It's a manifesto for marketers who want to help create products that are worth marketing in the first place.
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A dozen years ago, Peters and coauthor Robert Waterman woke up corporate America with In Search of Excellence. Once more the "unconventional" Peters stimulates corporate thought processes. Along with the best of his columns, Peters includes questions and rebuttals that come from readers and listeners, as well as his own candid responses. A "must" read for every business person.
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Professionals in all areas of private practice are faced with increased competition as a result of rapidly changing economic events. Accountants, architects, attorneys, management consultants, and engineers are being forced to make a critical transition from being producers of services to marketers and salespeople. Often this transition can be difficult for firms that are accustomed to traditional methods of operation. Ford Harding’s book, Rain Making: The Professional’s Guide to Attracting New Clients eases that difficulty.
Filled with easy-to-use strategies, Rain Making shows members of any profession how to:
* Develop and customize a marketing strategy that will work for their firm-regardless of size
* Network effectively and turn network contacts into solid leads
* Write articles that will draw new clients
* Take the trial and error out of cold calling and other marketing tactics
* Use direct mail and the media to attract new clients
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Rain Making is a step-by-step guide that professionals use to generate work. Many of the topics are the classic tools of marketing demystified for anyone, including those who have “never sold a product,” as the book exclaims. It focuses on four things: getting sales leads including publishing and speaking; creating, maintaining, and increasing networks; advancing and closing a sale; and building a marketing strategy.
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This book takes you through the strategic marketing plans of Pan Am, Healthsouth rehabilitation Corporation, Carolco Pictures, Lotus, Gatorade, Wal-Mart, 3M, American Greetings, Anheuser-Busch, Harley Davidson, Rubbermaid and Sun Microsystems.
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Why are a select few service firms better at what they do -- year in and year out -- than their competitors? For most senior managers, the profusion of anecdotal "service excellence" books fails to address this key question. In this path breaking book, world-renowned Harvard Business School service firm experts James L. Heskett, W. Earl Sasser, Jr. and Leonard A. Schlesinger reveal that leading companies stay on top by managing the service profit chain. Based on five years of painstaking research, the authors show how managers at American Express, Southwest Airlines, Banc One, Waste Management, USAA, MBNA, Intuit, British Airways, Taco Bell, Fairfield Inns, Ritz-Carlton Hotel, and the Merry Maids subsidiary of ServiceMaster employ a quantifiable set of relationships that directly links profit and growth to not only customer loyalty and satisfaction, but to employee loyalty, satisfaction, and productivity. The strongest relationships the authors discovered are those between (1) profit and customer loyalty; (2) employee loyalty and customer loyalty; and (3) employee satisfaction and customer satisfaction. Moreover, these relationships are mutually reinforcing; that is, satisfied customers contribute to employee satisfaction and vice versa. Here finally, is the foundation for a powerful strategic service vision, a model on which any manager can build more focused operations and marketing capabilities.
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The bestselling author of "What I Saw at the Revolution"--a former speechwriter for both president Reagan and Bush--shares her invaluable gift for finding the words and ideas that will resonate with an audience.
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If the idea of starting a social media marketing campaign overwhelms you, the author of "Social Media Marketing: An Hour a Day" will introduce you to the basics, demonstrate how to manage details and describe how you can track results. Case studies, step-by-step guides, checklists, quizzes and hands-on tutorials will help you execute a social media marketing campaign in just one hour a day. In addition, learn how to integrate social media metrics with traditional media measurements and how to leverage blogs, RSS feeds, podcasts, and user-generated content sharing sites like YouTube.
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This program is designed specifically for individuals and presentation teams who need to know how to develop and deliver presentations that will influence decision-making, obtain buy-in and get listeners to take action. Vanna Novak is a nationally recognized keynote speaker, seminar leader and consultant on persuasive presentation skills and building quality work relationships.
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This guide serves as an introduction to the preparation of proposals for federal contracting agencies. It is intended to not only assist you in the preparation of Standard Forms 255 and 254 but also provide insight into how a company decides to pursue a federal project. The guide is specifically geared towards new marketing or proposal coordinators in architecure, engineering or construction firms.
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Success Signals will show you how to use communications styles to build deeper friendships….how to be more persuasive and respected in our work. Rhonda Hilyer’s spellbinding speeches and trainings have allowed hundreds to reduce conflict and improve their home and business lives.
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Unless you have been involved in public relations yourself, you may underestimate what an enormous impact public relations can have on your audience, and what it can actually do for you. Building the image, brand and success of a professional service practice, like any significant undertaking, requires proper tools. One of the most powerful tools to get the job done is publicity. Promotion through public relations is one of the most rewarding activities a firm undertakes. With the proper tools-preparation, persistence, and patience-the power of publicity is at hand.
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Get the business leader's guide to using Twitter to gain competitive advantage. Since 2006, forward-thinking companies like Apple, JetBlue, Whole Foods, and GM have discovered the instant benefits of leveraging the social media phenomenon known as Twitter to reach consumers directly, build their brand, and increase sales. Twitter is at the leading edge of the social media movement, allowing members to connect with one another in real time via short text messages called 'tweets' that can be received either via the Twitter site or by e-mail, instant messenger, or cell phone. Many companies have started building entire teams within their organization dedicated solely to responding to tweets from consumers about their brand. And this is just the beginning. In "Twitter Power", Internet marketing and Web innovation expert Joel Comm shows businesses and marketers how to integrate Twitter into their existing marketing strategies to build a loyal following among Twitter members, expand awareness for their product or service, and even handle negative publicity due to angry or disappointed consumers.The book also presents case studies of companies on the forefront of the Twitter movement, to help you develop your own social networking strategies. "Twitter Power" is the result of extensive testing and participation in the social networking community and is a must-have for any business that wants to keep up with the social media movement. "Twitter Power" features a foreword by Tony Robbins.
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A Business Week Bestseller! Over 100,000 hardcover copies sold! When technologies, products, and services converge in radical, creative new ways, a killer app can emerge--a new application so powerful that it transforms industries, redefines markets, and annihilates the competition. Companies are swiftly attempting to remake themselves into organizations that nurture killer apps and successfully translate their digital strategy into market dominance. With Unleashing the Killer App Downes and Mui offer a progressive guide to transforming your company into a place where killer apps are born. Drawing from their experience and research with leading global businesses, the authors: Identify the twelve fundamental design principles for building killer apps, Illustrate these principles with classic stories from history and examples from a wide range of industries that have successfully developed killer apps, Examine the economic consequences of the diminishing transaction costs in cyberspace, Describe how to integrate digital strategy into an organization's planning process to create new markets, form new customer relationships, and change the product line. Unleashing the Killer App provides the tools, the techniques, and the proof that you need to incubate--perhaps even release--the killer app within your organization.
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Focuses on how to be competitive through pricing services based upon value to the client. Contains excellent advice on managing cost, contract types, pricing change orders, cost accounting techniques, negotiating methods, liability considerations, bidding approaches and much more.
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Ideas are the keys to the future and the foundations to our success. This author in this book shares the very best of creativity approaches with many practical lessons. The book is comprehensive in its scope and lasting in its impact as it helps readers immediately grasp and remember the nuances of effective individual and team creativity. It will also help managers generate and execute a vision successfully.
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What information do clients want and need to select a professional services firm, beyond the written RFP? You are obliged, as everyone is, to follow the directions of the RFP exactly, respond to the questions asked, the details requested. In the end, that makes every proposal exactly like every other proposal. So what do you do to differentiate your firm? Learn how to find the "hidden agenda" in any RFP and make your firm's proposal stand out from the pack.
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From "if it ain't broke, don't fix it" to "put it in writing," a killer phrase is a knee-jerk reaction that stymies creativity, prevents new solutions, and hinders growth and development. Thompson illustrates most of the top 40 phrases with amusing cartoons and suggests ways to fight back.
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Through the stories of a number of unsung heroes, Sanborn reveals the keys each one of us can use to improve our organizations and enhance our careers. Genuine leadership-leadership with a “little l,” as he puts it-is not conferred by a title or limited to the executive suite. Rather, it is shown through our every day actions and the way we influence the lives of those around us.
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