Customer focussed practices in professional service organisations

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I am doing some background research in the professional services sector. In particular, 1. how to move organisations from the reactive use of bolt-on marketing tools like PR and seminars to in-built market focussed practices and
2.to get the principals' to think and act market/client.
Any relevant documents or experiences and in particular case studies of specific customer programmes would be appreciated.
Andrew Faupel

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20th Jul 2004 09:24

Andrew,

Many years ago (too many to mention) I did my thesis on marketing in the legal profession (it was called "it's not just PR!"). At the time there were very few resources. Now there are some excellent books. Try David Maister's "Managing the professional services firm". It should have a useful bibliography for you. Maister is really the starting ponit for examining professional services environments. Start there and you can't go wrong.

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avatar
20th Jul 2004 09:24

Andrew,

Many years ago (too many to mention) I did my thesis on marketing in the legal profession (it was called "it's not just PR!"). At the time there were very few resources. Now there are some excellent books. Try David Maister's "Managing the professional services firm". It should have a useful bibliography for you. Maister is really the starting ponit for examining professional services environments. Start there and you can't go wrong.

Thanks (0)