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Suzanne Lowe
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T. Rowe Price digital marketer appplauds the #PSLI Professional Services Leadership Initiative
T. Rowe Price digital marketer describes the value she received from the Professional Services Leadership Initiative Continue reading
Posted Sep 17, 2015 at Expertise Marketplace - Professional Service Firm Marketing Blog
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Randstad’s North America CMO describes the value of the 2015 Professional Services Leadership Initiative #PSLI
Randstad’s North Americas CMO describes the benefits she and her team received from their participation in the 2014-2015 Professional Services Leadership Initiative (PSLI). These include non-competitive information sharing, gaining a global perspective, being challenged to grow, developing a perspective beyond... Continue reading
Posted Sep 14, 2015 at Expertise Marketplace - Professional Service Firm Marketing Blog
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PwC marketers praise the 2015 Professional Services Leadership Initiative #PSLI @SmithSchool
High performing marketers from PwC talk together about the benefits they received from their participation in the 2014-2015 Professional Services Leadership Initiative (PSLI). These include making connections, access to leadership, and building relationships. The PSLI is a unique executive development... Continue reading
Posted Sep 10, 2015 at Expertise Marketplace - Professional Service Firm Marketing Blog
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Get serious about valuing brand equity
In filing papers to run for the US presidency, Donald Trump claimed that $3.3 billion of his $10 billion net worth is related to his brand equity. Journalists and news organizations immediately began picking apart this claim. They had no... Continue reading
Posted Jul 29, 2015 at Expertise Marketplace - Professional Service Firm Marketing Blog
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Does open office space affect professional services integration?
Last fall, a client showed me her company’s new office space. Everywhere I looked, there were no walls, lots of windows, modular desks, cubbies for the storage of employees’ personal belongings (each morning they choose a new desk), standing computer... Continue reading
Posted Apr 9, 2015 at Expertise Marketplace - Professional Service Firm Marketing Blog
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A five-year cycle for marketing technologies
Marketing technology in the professional services arena appears to be on a five-year evolutionary cycle. We looked at four areas: CRM, marketing automation, contacts management and brands. In CRM, marketers now have options for cloud-based services that they didn't have... Continue reading
Posted Mar 26, 2015 at Expertise Marketplace - Professional Service Firm Marketing Blog
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The power of the pilot
The Professional Services Leadership Initiative #PSLI, held for the second year in a row at the R. H. Smith School of Business @SmithSchool, concluded last week. More than twenty marketing managers from around the world presented their Action Learning Projects... Continue reading
Posted Mar 9, 2015 at Expertise Marketplace - Professional Service Firm Marketing Blog
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Integration improves internal productivity
Professional services marketers can make the case for integration by measuring internal productivity improvement. Continue reading
Posted Feb 25, 2015 at Expertise Marketplace - Professional Service Firm Marketing Blog
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The ROI Trap
Professional service marketers too often fall into a trap if they pursue the wrong types of ROI measurement. One ROI trap is measuring the wrong things like non-client “events” such as click-throughs on an email campaign, web site hits, or... Continue reading
Posted Jan 23, 2015 at Expertise Marketplace - Professional Service Firm Marketing Blog
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Use internal segmentation to drive change
Suzanne Lowe advises professional service marketers to use classic segmentation methods when introducing new initiatives to internal client-facing practitioners and/or business developers. Let’s say Marketing wants to implement a new initiative that's never been tried by the firm before: an... Continue reading
Posted Jan 21, 2015 at Expertise Marketplace - Professional Service Firm Marketing Blog
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Suzanne Lowe has shared their blog Expertise Marketplace - Professional Service Firm Marketing Blog
Jan 21, 2015
Friendship-Based Integration Is Not Enough
My new video highlights the continuing challenges of integrating marketing and sales (business development) in the professional services arena. Since publishing my book The Integration Imperative, there has been much progress to integrate these functions. And I'm pleased that the... Continue reading
Posted Dec 4, 2014 at Expertise Marketplace - Professional Service Firm Marketing Blog
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What's next in marketing technology for professional services
In my newest video, I discuss digital marketing, which will be one of the modules at the 2014-15 Professional Services Leadership Initiative at the Robert H. Smith School of Business. Professional service marketers have made significant strides in four areas... Continue reading
Posted Nov 4, 2014 at Expertise Marketplace - Professional Service Firm Marketing Blog
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How mid-level marketers can provide new value
Suzanne Lowe highlights a popular topic for the Action Learning Projects at the 2014-15 Professional Services Leadership Initiative at the Robert H. Smith School of Business: integrating marketing and sales. Why do marketing and selling disconnects exist between these functions... Continue reading
Posted Oct 28, 2014 at Expertise Marketplace - Professional Service Firm Marketing Blog
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Pricing strategy in professional services marketing
My new video addresses the increasing importance of pricing strategy in the professional services arena. The tradition -- prices being developed by a handful of professional service partners -- no longer affords an effective competitive advantage. That’s why mid-level marketers... Continue reading
Posted Oct 10, 2014 at Expertise Marketplace - Professional Service Firm Marketing Blog
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Mid-level marketers learn about The Client Experience
In this new 90-second video, I'll describe one of the curriculum offerings for the November 2014 cohort of the Professional Services Leadership Initiative (PSLI) -- the client experience. I've highlighted some of the skills growth areas about the client experience... Continue reading
Posted Oct 3, 2014 at Expertise Marketplace - Professional Service Firm Marketing Blog
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Cross-sector marketing education WORKS
It has been so gratifying to hear from real people whose words corroborate my hypothesis that cross-sector professional services marketing education makes them more effective at their jobs. “Suzanne- Wanted to say thank you for all your support during this... Continue reading
Posted Mar 24, 2014 at Expertise Marketplace - Professional Service Firm Marketing Blog
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More kudos about the PSLI experience
Here's a great quote from one of the marketing manager participants in our first Professional Services Leadership Initiative (PSLI). "Thank you so much for all the support during the PSLI courses. I truly loved the learning experience, with amazing classmates/colleagues!... Continue reading
Posted Mar 19, 2014 at Expertise Marketplace - Professional Service Firm Marketing Blog
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The Professional Services Leadership Initiative has successfully launched
The Professional Services Leadership Initiative (PSLI) had a strong start this week. The professors from the the R.H. Smith School of Business's Center for Excellence in Service were fantastic. The Smith School's Office of Executive Programs produced an excellent experience... Continue reading
Posted Nov 8, 2013 at Expertise Marketplace - Professional Service Firm Marketing Blog
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A curriculum for a services marketing leadership development pilot
In my last post, I talked about the uniqueness of the Professional Services Leadership Initiative (PSLI) pilot as it has been conceived by me and my collaborators, the Center for Excellence in Service and the Office of Executive Programs of... Continue reading
Posted May 28, 2013 at Expertise Marketplace - Professional Service Firm Marketing Blog
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The PSLI's uniqueness: cross-sector and non-competitive learning
In my last post, I summarized the mission of the new Professional Services Leadership Initiative (PSLI) pilot program that I will help launch this fall with the Center for Excellence in Service and Executive Education at the RH Smith School... Continue reading
Posted May 7, 2013 at Expertise Marketplace - Professional Service Firm Marketing Blog
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This fall: a cross-sector professional services marketing leadership development pilot
In my last post I shared the news that I am partnering with the Center for Excellence in Service to create the first US-based cross-sector Professional Services Leadership Initiative (PSLI). Through this PSLI, this fall we will launch a services... Continue reading
Posted Apr 30, 2013 at Expertise Marketplace - Professional Service Firm Marketing Blog
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It's time to grow cross-sector skills for professional services marketers
The title of this HBR blog post caught my eye. "We wait too long to train our leaders." Author Jack Zenger says companies allow the establishment of "bad habits" when they expect their supervisors to lead without adequate training. He... Continue reading
Posted Jan 17, 2013 at Expertise Marketplace - Professional Service Firm Marketing Blog
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Chief Client Experience Officer in a professional services firm?
Hospitals have them. Hotels have them. And, according to this HBR blog post, so do other B2C and B2B companies. I'm talking about a Chief Client (or Customer) Experience Officer. Caution: I'm not talking here about someone who has been... Continue reading
Posted Jan 9, 2013 at Expertise Marketplace - Professional Service Firm Marketing Blog
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Setting up effective professional services alumni relations programs
A CMO of a very well-respected financial services company is considering creating a structured alumni relations program for his firm. I volunteered to reach out to my senior marketing contacts about formal alumni relations programs. If your firm has such... Continue reading
Posted Nov 16, 2012 at Expertise Marketplace - Professional Service Firm Marketing Blog
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