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Thursday, January 10, 2008

Resources for new Marketing Directors

Say, you've suddenly found yourself as the "Marketing Director" and know little about what you are doing. (It happens.)
My suggestions: Join the nearest Society for Marketing Professional Services (SMPS) chapter; If you are in the residential/renovation sector, look at the forums and consider Michael Stone's services/blog; Consider qualified, well referenced local consultants -- but beware of the consultant's trap where large fees are charged for off the shelf advice.
Here is Ford Harding's quick reading list: The items listed with * are books.

General information on managing a firm
David Maister,
Managing The Professional Service Firm*:
Suzanne Lowe is the expert on this and has written books and has a blog on the subject (
Heiman and Sanchez,
The New Strategic Selling: The the Unique Sales System Proven Successful* is best-in-class on planning and monitoring a complex sale (multiple buyers, multiple meetings and competition);
Rackham, SPIN Selling* is an excellent book on face-to-face selling;
Joe DiMisa, The Fisherman’s Guide to Selling*
is another good book on selling.
My own books, Rain Making: The Professional's Guide to Attracting New Clients* (2nd edition to appear in February with 40 per cent new content) and Creating Rainmakers: The Manager's Guide to Training Professionals to Attract New Clients* might also be helpful as might my blog(

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