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John Doerr - Articles
John Doerr is a founder of RainToday.com and Principal of the Wellesley Hills Group, a consulting and marketing services firm that helps service companies to grow. John can be reached at jdoerr@whillsgroup.com. Seven Guidelines for Professional Networking: Legacy of the Three Martini LunchIt might seem like professional networking is a thing of the past, a dinosaur, a convention of slower times when relationships were more important than the ability to move fast and be flexible. As we struggle to produce deliverables on time, keep our teams and our tasks on track, or bill more hours, networking is often the first item that falls off the to-do list. Here are some reasons to network and form long-lasting relationships.
RAMP Up Your Brand: Sledgehammers and Service Brand PreferenceHow to Ring the Branding Bell: Strip away the apparent complexity around what building a service brand is all about and you find that the stages you have to reach with your own strongman efforts are quite straightforward: recognize, articulate, memorize, and prefer. Seminar Marketing - Seven Tips To Increase AttendanceSeven event marketing tips to help you produce, prepare, and deliver a presentation or mini-seminar. RAIN Selling: How Rainmakers Lead Business Development ConversationsMany professionals simply don't know where sales conversations should start, where they should finish, and what should happen along the way. With this knowledge as a guide, business development conversations tend to go a lot better. That's where RAIN Selling(SM) comes in.
Smoothing The Transition From Business Developer To Trusted AdvisorHow professionals, from lawyers to consultants to accountants, can reconcile their 'sales' role and their 'trusted advisor' role. Power of the Marketing PyramidImagine this scenario: you are at a professional services firm that has just come off a fairly good year of growing revenue and profits. You want to continue this growth going into the coming year and have decided you are finally going to take some of these profits and invest in marketing. You have accumulated a list of 1,000 clients, former clients, and prospects to target. Everyone turns to you and asks, "Well, how are we going to invest our hard-earned profits?"
Five Steps To Getting The Fees You Know You DeserveHow to concentrate on your value, sell it, and deliver it Do You Know What Your Clients Really Need?How to make better connections and develop stronger relationships with your clients.
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