My friend Suzanne Lowe of Expertise Marketing is gathering data for her upcoming book, "The Integration Imperative" and is asking professional service firms to contribute to four VERY brief (3 questions) surveys.
The first is live now (closes next week) and the others will follow (I'll post them, too) over the next couple months.
Many professional service firms (PSFs) still haven't figured out how to get fee-earners and revenue-generating practitioners to truly embrace marketing and selling their services. Sure, more PSFs are employing carrot-and-stick programs to encourage fee-earners to market and sell.
But how many firms have intentionally re-tooled hiring guidelines to hire professionals who want to market and sell?
This first survey [take it here] is on deliberately hiring people who want to market and sell. If you take her one-minute survey, she will share the results with you.
The next three surveys will be on:
- evolving the scope of sales and marketing functions at PSFs
- how sales and marketing work with other departments, and
- how integrating sales and marketing benefits clients