One of the unique things about professional services is that the people responsible for service delivery also must be involved in business development. This needn’t be as difficult as it sounds. Anyone, from tax accountants to supply chain consultants, can market and sell. Most just don’t know how. Get a jump start on self-sufficiency with our training classes, which pass along the best practices forged in other firms through many years of trial and error.
A mainstay of professional services marketing is showing the expertise you have to offer—your point of view, in other words. How do you do this when you don’t have anything tangible to work with? You write, that’s how! Makewaves shares the article development techniques that global firms teach practitioners so they can establish their reputations and attract quality clients.
Strategic account structuring
Any given Fortune 500 firm is an entire market all by itself. Learn how to reduce complexity and non-selling time with a repeatable process for assessing accounts. We share ways to identify and prioritize target companies, map their internal organizations and align client decision-makers with the subject matter experts in your own firm.
Account entry techniques
How do you break into accounts where you have no connections, no reputation and prospects too busy to spend time with you? Makewaves shares the sophisticated selling techniques that global advisory firms use. These businesses have nothing to offer but their know-how… and they sell large engagements on the regular. We can show you how to get those results for your own organization.
Engaging in social media
Modern firms can’t ignore social media. At the same time, the approach that works in industry doesn’t necessary work for professional services. And then there are reputational risks to consider. Makewaves can help your practitioners learn the concepts of social media, the traps to avoid and the techniques that drive results.