| Marketing |
| |
Partner and senior manager coaching
Too often, competent technicians rise through the ranks of professional services firms without receiving business development training. Consequently, firms have to rely on a small core of rainmakers, which is sometimes a risky proposition. One-on-one coaching helps partners and senior management learn how to find, create and sustain professional relationships—the essence of effective business development. Rather than pushing people out of their comfort zones, I work with them to apply their individual strengths and character traits to the business development process. The result: more confident and capable marketers who create more opportunity for your firm. |
| |
Marketing director coaching:
Like partners and senior technical people, marketing directors often need guidance to increase their internal effectiveness. After nearly a dozen years as a CPA firm marketing director, I can be useful to your less experienced marketing director. I can help him or her better understand marketing’s role in the firm, how to operate within the firm productively and positively, and how best to communicate marketing’s goals, expectations and successes to the firm. Check out the whole program>> Big Steps Forward: Better Results for Marketing Directors |
| |
Marketing plan development and implementation:
for firms, departments and individuals. A well thought out, results-oriented marketing plan that’s closely tied to your strategic plan will focus your efforts appropriately and hold individuals accountable for their success. I can help departments and individuals find their unique strengths and show them how to use those strengths to improve business development efforts. |
| |
Marketing needs assessment
Do you know precisely what needs to happen to make your marketing successful? Do you know what marketing your firm is doing, who’s doing it, and what results the activities are yielding? Do you know how your key players feel about marketing? Before you plan any significant marketing effort, it’s essential that you know where you stand today. An objective assessment of current activities and perceptions, together with practical, real-world recommendations, will help you create a marketing strategy that makes sense for your firm. |
| |
Client service assessment
It’s essential that you understand what your clients think about your firm and the individuals in it. When conducted by someone outside your firm, face-to-face client surveys and client advisory boards can extract significant information that may improve your client service efforts, as well as client perceptions of your organization. Using information derived from these surveys will help you create a firm that is focused on client service. |
| |
Client service training:
Most clients do not know how well you do your job, in a technical sense. They do know, however, how they feel about you and how you serve them. Therefore, little things make all the difference when dealing with clients — and it starts when you or one of your team picks up the telephone. This training focuses on client service basics and how they can increase loyalty and improve your image. |
| |
Marketing management:
an ongoing management effort where I operate as the firm’s marketing director. The relationship covers a broad spectrum of strategic planning and tactical execution, including internal and external communications, client service training and monitoring, public relations, marketing plan development, and coaching. It’s a terrific way to get the experience, focus and productivity of a nuts-and-bolts marketing expert without the risk of hiring a full-time employee. |
| |
| Meeting Facilitation |
| |
| If the thought of another dull, time-wasting meeting makes you want to run screaming from the conference room, please call me. Clients say they value my directness, clear communication, and focus on specifics when I facilitate partner meetings. Whether for partners, committees, or practice groups, my relaxed style and light humor help participants engage in the meeting and contribute to it. Together, we’ll determine the goals for your meeting and I’ll help you get everyone on board to achieve them. |
| |
| Recruiting and Retention |
| |
Recruiting plan and message development
Recruiting is simply marketing to a different audience. As in marketing, you’ll be more effective when you know how to communicate the benefits of working with your firm – not just the features. You will differentiate your firm from competitors when your recruiting message is clear, succinct, and compelling. Creating a recruiting plan will help you focus on what you want to achieve in recruiting, how you will achieve it, and whether or not you are doing so.
|
| |
Recruiting and Retention Training
Just like marketing, the best recruiting plan or retention effort will gather dust if your team doesn’t know how to execute. Successful recruiting is as much about soft skills as it is about big-budget programs. I can help your team develop the social interaction and communication skills that will draw the right professionals to your firm.
Getting people to work in your firm means little if you don’t know how to keep them there. Retention of team members requires changes in perceptions and behaviors from the top down. I can teach your partners and senior team to understand how their behaviors affect retention and then teach them how to change those behaviors that affect your firm negatively.
|
| |
Employee Survey
Do you know what your employees really think? Unless you are surveying them through an independent third party, you probably don’t. My on-line, anonymous employee survey will reveal what your employees think about key aspects of your firm, including trust and values, leadership, communications, work processes, and training. I will provide an analysis of the survey data and recommendations to help you improve employee retention.
|
| |
 Home Services Presentations Newsletter Resources About
Melinda Contact
Back
to top |
