Doug Fletcher is the co-author of a new book titled, How Clients Buy: A Practical Guide to Business Development. Doug will be sharing with us today insights into winning client business based upon his 25 years of practical experience, and the research he has conducted over the past 4 years. In this episode, we discuss:
Tag: professional services
Professional services firms – think attorneys, accountants – or engineers, may look like they’re in an enviable position, economically. The truth is, these professionals face as much competition as any other business type.
It’s hard to think of a consumer group that relies more on mobile technology and feels more captive to a service provider than today’s business travelers. These consumers often build their schedules around tight connections and rely on flawless air travel service to help them achieve their goals. When the system fails, air travel service providers have an opportunity to redeem themselves by combining marketing and technology.
Local marketers, especially service providers, are focused on establishing an online presence with social media this year. And many of these operators are also upping the budget for search marketing. But what specifically should these small operators be promoting in their online campaigns to attract the attention and business of consumers? A new survey by WebVisible reveals that consumers want varying information depending on the type of professional they’re seeking to hire.
During the recession, marketers were advised against cutting their advertising budgets because doing so would result in further loss of business. Could marketers also be facing a loss of business because they’ve been cutting travel budgets? New research from American Express Global Business Travel and the GBTA Foundation (Global Business Travel Association) suggests that businesses should reconsider the link between their travel budgets and revenue growth. The findings of this research should also prompt travel marketers to target businesses.
Agencies were pleasantly surprised by the rebound in the ad market in 2010. Recovery in the auto and finance industries along with a contentious election cycle boosted ad expenditures and demand for creative services. Analysts are looking for trend to continue into 2011.
The trade show, exhibition and event industry is struggling to remain vibrant in a changing world. Budget cuts during the Great Recession trimmed many corporate travel budgets. At the same time, new technology has increased the appeal and popularity of virtual meetings. But industry operators hope to remain relevant by incorporating technology into events and at the same time they are employing more digital media to market themselves.
For the past several years, large and small contractors have been bidding on an expanding pool of projects awarded by the federal government. But all that may be about to change. Industry watchers say that government contracts are expected to shrink by 5% next year. Ashley Bergander, manager of federal programs at FedSources, says “The government is doing everything possible to consolidate and spend as little money as possible in this upcoming year.”
Economists and out of work Americans are looking for signs of revival in the U.S. job market. It’s too soon to tell, if hiring is occurring in any significant way. However, a new Elance survey shows that when SMBs do hire, they’re going about the process in a new way.
Technology marketers are sensing that the economy is improving. But B2B operators, who have traditionally used tradeshows and conferences to find new leads, may not yet be spending on travel again. So how can these operators obtain good leads – the top marketing priority for 68% of operators? Nearly 4 in 10 respondents to a Unisfair survey said that virtual events may become a source of new leads.