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Playbook #2: Marketing

Playbook #2: Marketing

by Ian Smith | Jul 12, 2012 | Marketing, Marketing & Selling Professional Services

Last week I blogged about our Playbook #1 – Positioning. This week we flow seamlessly into Playbook #2 Marketing. Let’s assume you are comfortable with your positioning. You have created a compelling story but now you have to bring the message to market and create...
How to Market & Sell Professional Services

How to Market & Sell Professional Services

by Ian Smith | Apr 1, 2011 | Marketing & Selling Professional Services

Lawyers, accountants, system integrators, SEO consultants, architects,web developers, artists, fund managers we are all marketing and selling these days. But when you are selling a person’s expertise, when the person is the product – what changes? Some...

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  • Trigger Points Part 2

    Trigger Points Part 2

    April 14, 2026
    As you drive your business forward it’s easy to underestimate the power of Trigger Points. Everyone gets so busy and …Read More »
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    Valuation Myth

    April 8, 2026
    Valuation models are useless unless they are buyer specific! Let’s look at the ingredients of most CPA type valuation models. …Read More »
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    Trigger Points

    March 31, 2026
    As the CFO of a lower middle market business with say Revenue in the $50m to $250m, what are your …Read More »

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