Doerr John E. - Professional services marketing: how the best firms build premier brands, thriving lead generation engines, and cultures of business development success

Table of Contents

Wed first like to acknowledge our colleagues at the Wellesley Hills Group and RainToday.com who kept the train running while we took the time to write this book: Rachel Hayes, Bob Croston, Mark Fortune, Bob Van Emburgh, Patrick Cahill, Sandy ODell, Erica Stritch, Mary Flaherty, Laurie Stafinski, Aaron Joslow, Kelly Kerr, Karina Duran, Terese Riordan, Jae-ann Rock, and Sue Brisson, all of whom work with hustle, passion, and intensity (HPI). Thanks as well to our extended team who worked with us on the research weve cited in the book and on the book itself: Mark Eisner, Andrea Rosal, and Scott Whipple. Wed also like to thank Michael Sheehan, Michael May, Edmond Russ, Paul Dunay, and Kevin McMurdo, who generously gave their time to lend their thoughts and experiences to the content of the book.

To our valued clients, we thank you for the privilege of working with you and accepting us as members of your team. To the contributors, members, and readers of RainToday.com, we appreciate your support, content, questions, and interactions with us through the years.

Wed like to thank leading bloggers, thinkers, and writers who, over the past several years, have influenced our thoughts about marketing, sales, and business, including the following bloggers:

Wed like to acknowledge the RainToday.com authors, who help us bring the best marketing and sales advice to the professional services world, including:

Contributing editors: Charles H. Green*, C.J. Hayden, Jill Konrath*, Bruce W. Marcus*, Michael W. McLaughlin*, Vickie K. Sullivan, and Alan Weiss.

Authors: Tim Adams, Felipe Aguiar, Jason Alba, Ardath Albee, Dave Alexander, Paige Arnof-Fenn, Ron Baker, Elise Bauer, Robbie Baxter, Iise Benun* , Barbara Bix, Catherine Blake, Bob Bly* , Larry Bodine* , Annette Boyle, Laurie Brown, Scott Buresh, Mark Burton, Marcie Callan, George Calys, Jim Camp, Joan Capelin, Brian Carroll*, Ken Carson, Jim Cathcart, Michelangelo Celli, Lyn Chamberlin, Paul Cherry, Scottie Claiborne, Michelle Class, Cynthia Coldren, Paul Collins, Karen Compton, Charlie Cook, Mike Cook, Kimberly Cooley, Stephanie Craft, Gale Crosley, Michael Cucka, Fiona Czerniawska, Virginia Daffron, Doug Davidoff, Mark Dembo, Kevin Dervin, ArLyne Diamond, Brian Dietmeyer, Hugh Duffy, Jill Eastman, Kevin Eikenberry, Jonathan Farrington, Brad Farris, Neil Fauerbach, Keith Ferrazzi*, Erin Ferree, Colleen Francis, Robert Galford, Amy Gesenhues, Scott Ginsberg, Paul Gladen, Sally Glick, Mitchell Gooze, Rebecca Gould, Pamela Gordon, Don Gray, Jim Grigsby, Keri Hammond, Ford Harding, Cal Harrison, Todd Hendries, Elizabeth Henry, Greg Heydel, Casey Hibbard, Dr. Reed K. Holden, Sara Holtz, Bob Howard, Dianna Huff, Dick Jacques, Jay Jaffe, Dave Jakielo, Linda Jenkins, Catherine Jewell, Ron Karr, Kimberly Kayler, Ashley Kizzire, Ed Kless*, Jonathan Kranz, Sheryl Kravitz, Art Kuesel, Susan Wylie Lanfray, Terri Langhans, Brent Larlee, David A. Lax, Marsha Leest, Mel Lester, Mark Levy, Don Linder, Jay Lipe*, Ken Lizotte, Pam Lontos, Phil Lotane, Richard Lozano, Sharon Machrone, Eliot Madow, Barry Maher, David Maister, Kathy Maixner, Larry Mandelberg, Steve Markman, Bob Martel, Nancy Martinez, Harry Max, Matthew May, Paul McCord, Patrick McEvoy, Patrick McKenna, Maureen McNamara, Nilofer Merchant, Todd Miechiels, Robert Millard*, Nicholas Miller, Barry Moltz, Robert Moment, Gwen Moran, Tiffany Mura, Glenn Murray, Harriet Nezer, Ernest Nicastro, Lyne Noella, Tim Noworyta, James Oberymayer*, Julia OConnor, Sandy ODell, Erica Olsen, Lisa Ordell, Abhay Padgaonkar, Michelle Palmer, Roger Parker, Roger C. Parker, Chris Perrino, Barnes Dennig, Promise Phelon, Tom Pick, Dick Pirrozollo, Michael Platt, Ed Poll*, Michael Port, Elge Premeau, Janet Ellen Raasch, Sridhar Ramanathan, Lydia Ramsey, Carey Ransom, Lauren Rikleen, Kelley Robertson, Andrea Rosal, Alan Rosenspan, Dan Safford, Mark Satterfield, Anne Scarlett, James Schakenbach, Ilene Schwartz, David Meerman Scott*, Jeff Scurry, Stephen Seckler*, Randy Shattuck, Alan Sharpe, E. Michael Shays, Idora Silver, Rick Sloboda, Ron Smith, Tom Snyder, Andrew Sobel, Michael Stelzner, Doug Stern, Ruth P. Stevens, Jeff Thull, Nick Usborne, Mike Van Horn, Tom Varjan*, Michelle Wacek, Steve Walmsley, Wendy Ward, Steve Waterhouse, Michael Webb, Wendy Weiss, Richard Weylman, Richard White, Ruth Winett, Eva Wisnik, Jeff Wolf, and Mark Zweig. (NOTE: Authors with an asterisk after their names are also noted previously in the list of bloggers.)

We are also grateful to Matt Holt, Executive Editor at John Wiley & Sons, who shared our vision for this book from the outset. Our thanks also go to Daniel Ambrosio and Jessica Campilango, who helped us keep on target through the editing process, and to everyone else at Wiley who helped see this book to its final form.

Mike Schultz and John Doerr

The task of writing a book is more than just the act of writing. The true work goes on behind the scenes as you draw upon your family, friends, and colleagues to support, encourage, and often put up with you as you drive to the finish line. To Chris Mirabile, my wife, my best friend, and my guide through this journey called life, thank you for always believing in me and my dreams. To my sons, John Michael and Andrew, just because you are who you are. To my mom, Gloria Doerr, who has always been my inspiration for staying young by working hard, even when you have done so for 82 years. To my siblings, Jean, Judi, Jennifer, Jodi, and Jim (and all their children and grandchildren), thank you for defining family, caring in a very special way, and selecting wonderful people to bring into our family. And, of course, to Mike, co-author and friend, who continues to energize me. I couldnt have done my part without you all.

John Doerr

Thank you, John, my co-author, partner, and friend. Dan Cohen, thank you for your teaching and support and for being the model of selling with hustle, passion, intensity, and integrity. Steve Lisauskas and Dean Ierardi, for everything you both do and give. Tony Bettencourt for cooking everything up. Nancy Harris, for the love you give and happiness you spread. To my sister Allyson for giving me the front seat at least once or twice a year. Toby, my constant companion.