Services Insider Newsletter - January 2008
In This Issue
Dear ^firstname^ :
In this January issue of Services Insider, you will find:

Survey:
Fees & Pricing in Professional Service Businesses Benchmark Study

Blog Post:
To Discount Or Not to Discount Service Fees

Upcoming Breakfast Seminar:
Lead Generation & Business Development Strategy

Article:
The Myth of Differentiation

E-Book:
The One Piece of Advice You Can't Generate Leads Without

Blog Post:
What Brands Do For Business


In The News
Wellesley Hills Group
A management consulting firm and full service marketing and sales management agency, the Wellesley Hills Group assists consulting, professional, financial, and technology services firms to achieve their growth and profit potential.

World-class and emerging growth service firms rely on the professionals at the Wellesley Hills Group to help them develop, brand, market, sell, and manage their services and companies.

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**RainToday.com and Wellesley Hills Group launch benchmark study on Pricing and Fees in Professional Service Businesses**

Take the survey - open through the end of January - and you'll receive a free report from RainToday.com.

To Discount Or Not to Discount Your Service Fees
By Mike Schultz

You never see this one on a consulting or professional services firm website:

"We offer excellent services and deliver superior value, but our prices are negotiable. What you'll pay really depends on whether we're hurtin' for business this month, whether you're a marquee client we want to have on our roster, and whether or not you pressure us."

Yet, that's what's happening.

Read more to discover the initial, but already significant reporting of service firms that discount their fees.

Upcoming Breakfast Seminar: Lead Generation & Business Development Strategy

Looking to generate leads for new clients and more business with current clients?

At this interactive executive breakfast seminar, John Doerr, President of the Wellesley Hills Group, will share with you proven processes to help you develop a lead generation plan that works with your business development plans to achieve your growth goals.

Specifically, Lead Generation & Business Development Strategy will help you:

  • Develop a lead generation strategy that will lead to greater business development success
  • Make decisions on how much you should spend on lead generation efforts based on your desired growth goals
  • Identify the right level of resources needed to find and win new clients (and grow current clients)
  • Tighten lead management processes to ensure leads aren’t dropped, forgotten, or mishandled
  • Understand your own culture of business development and what can be done to support client acquisition and client growth

WHEN: Thursday, February 7, 2008 from 8:00 AM to 9:30 AM
WHERE: Boston Newton-Marriott - 2345 Commonwealth Avenue, Newton, MA 02466
REGISTRATION: $45 - Register yourself and bring a colleague free

SPECIAL OFFER: All attendees will be entered into a drawing to win a free copy of the 221 page benchmark report, What's Working in Lead Generation (a $395 value).

RSVP: Register online or call 508-626-9991

The Myth of Differentiation
By Mike Schultz

Few would question this simple truth: businesses must differentiate. Growth, profit—survival, even—hinge on their ability to set themselves apart from competition. The “need” for differentiation is so well accepted, it’s considered simplistic to even make the case for differentiation itself. Why make a case for something everyone already knows? I disagree. Put some further thought in it. Most everything I’ve read and heard about differentiation is wrong. I suspect the same is true for you.

Read more to learn how the "we're different" message may actually be undermining your efforts to win and keep clients.

The One Piece of Advice You Can't Generate Leads Without 

What is the one piece of advice you simply cannot generate leads without?

This new, complimentary e-book titled, The One Piece Of Advice You Can't Generate Leads Without, includes 10 all-new articles from B-to-B top lead generation experts in professional services with their answers to the question: What's the one piece of advice you cannot generate leads without?

Download your complimentary copy of this 36-page special report today.

What Brands Do For Business
By Mike Schultz

Walk around any marketing conference and you can hear folks talking about brand. Typically much of the discussion centers around brand tactics: how to create a brand identity, how to build brand messages, how to test for brand penetration, how to implement a brand, etc. The question I often get from company leaders is more along the lines of, "What should a brand actually do for a professional services firm?" In other words, “Why bother?”

Read more to learn seven ways a reputable brand can help your business.