The document proposes a three-tiered direct marketing program (DMP) to help service firms increase business-to-business sales through a strategic marketing plan, contact management software, and implementation of marketing initiatives. The DMP is designed to replace episodic sales efforts with a sustained, focused, and disciplined marketing attack through comprehensive strategic planning, identifying and tracking high-potential prospects, and executing the marketing plan. The goal is to increase profits through a systematic marketing program and gain a competitive advantage.
In this slide presentation know about “Services Marketing”, which is an integral part of even the developed economies. The developed economies thus called as service economies reveal that the service sector accounts for more employment, contribution in GDP and more consumption than manufactured goods.
To know more about Welingkar School’s Distance Learning Program and courses offered, visit:
http://www.welingkaronline.org/distance-learning/online-mba.html
This Slideshare is the sole Property of the Welingkar School of Distance Learning – Reproduction of this material , without prior consent, either wholly or partially will be treated as a violation of copyright.
In this slide presentation know about “Services Marketing”, which is an integral part of even the developed economies. The developed economies thus called as service economies reveal that the service sector accounts for more employment, contribution in GDP and more consumption than manufactured goods.
To know more about Welingkar School’s Distance Learning Program and courses offered, visit:
http://www.welingkaronline.org/distance-learning/online-mba.html
This Slideshare is the sole Property of the Welingkar School of Distance Learning – Reproduction of this material , without prior consent, either wholly or partially will be treated as a violation of copyright.
New Perspective on Marketing in the Service Economy ( Service Marketing) Muhammad Ali Khan
New Perspective on Marketing in the Service Economy, Why Study Services ? What Are the Principal Industries of the Service Sector ? Powerful Forces Are Transforming Service Markets What Are Services ? Four Broad Categories of Services-A Process Perspective Service Pose Distinct Marketing Challenges, The Traditional Marketing Mix Applied to Services, The Extended Services Marketing Mix for Managing the Customer Interface
These are complete slides and are based on the book of christover lovelock and useful for MBA & BBA students... These slides covers all the syllabus of different universities...
Consumer Behavior in a Services ContextSurya Reddy
Overview of Consumer Behavior in a service context:
Consumer Decision Making: The Three-Stage Model
Pre-purchase Stage
Service Encounter Stage
Post-purchase Stage
In this presentation, we will discuss the marketing procedure in the services, how to organize marketing planning and analyze marketing opportunities. We will also talk about the selection process of target market, developing the service marketing mix and managing marketing effort.
To know more about Welingkar School’s Distance Learning Program and courses offered, visit:
http://www.welingkaronline.org/distance-learning/online-mba.html
Materi presentasi tentang bagaimana membangun budaya 'excellent customer service' untuk semua jenis bisnis maupun kehidupan, layaknya hospitality service.
Marketing strategies for services sector by G.RekaPOLIKAIYOOR REKA
The service industry forms a backbone of social and economic development of a region. It has emerged as the largest and fastest-growing sectors in the world economy, making higher contributions to the global output and employment. Its growth rate has been higher than that of agriculture and manufacturing sectors. It is a large and most dynamic part of the Indian economy both in terms of employment potential and contribution to national income. It covers a wide range of activities, such as trading, transportation and communication, financial, real estate and business services, as well as community, social and personal services. This paper attempts to define the service sector, particularly on marketing strategies in service sector
New Perspective on Marketing in the Service Economy ( Service Marketing) Muhammad Ali Khan
New Perspective on Marketing in the Service Economy, Why Study Services ? What Are the Principal Industries of the Service Sector ? Powerful Forces Are Transforming Service Markets What Are Services ? Four Broad Categories of Services-A Process Perspective Service Pose Distinct Marketing Challenges, The Traditional Marketing Mix Applied to Services, The Extended Services Marketing Mix for Managing the Customer Interface
These are complete slides and are based on the book of christover lovelock and useful for MBA & BBA students... These slides covers all the syllabus of different universities...
Consumer Behavior in a Services ContextSurya Reddy
Overview of Consumer Behavior in a service context:
Consumer Decision Making: The Three-Stage Model
Pre-purchase Stage
Service Encounter Stage
Post-purchase Stage
In this presentation, we will discuss the marketing procedure in the services, how to organize marketing planning and analyze marketing opportunities. We will also talk about the selection process of target market, developing the service marketing mix and managing marketing effort.
To know more about Welingkar School’s Distance Learning Program and courses offered, visit:
http://www.welingkaronline.org/distance-learning/online-mba.html
Materi presentasi tentang bagaimana membangun budaya 'excellent customer service' untuk semua jenis bisnis maupun kehidupan, layaknya hospitality service.
Marketing strategies for services sector by G.RekaPOLIKAIYOOR REKA
The service industry forms a backbone of social and economic development of a region. It has emerged as the largest and fastest-growing sectors in the world economy, making higher contributions to the global output and employment. Its growth rate has been higher than that of agriculture and manufacturing sectors. It is a large and most dynamic part of the Indian economy both in terms of employment potential and contribution to national income. It covers a wide range of activities, such as trading, transportation and communication, financial, real estate and business services, as well as community, social and personal services. This paper attempts to define the service sector, particularly on marketing strategies in service sector
Download the course text (Software Innovation) at http://www.lulu.com/product/file-download/software-innovation/10889308?productTrackingContext=search_results/search_shelf/center/2
Marketing Strategy For Creative ProfessionalsWise Elephant
These are the slides from my Workbook/Wise Elephant seminar for creative professionals which took place in June 09. I provide both an overview of methods as well as a tactics "routine."
The 7 Secrets to Successful Recruitment MarketingSoutherlyComms
On the hunt for top talent?
Recruitment content marketing helps you cut through the noise and show candidates why you're the employer for them.
Learn the 7 secrets to successful recruitment marketing here.
JobPost Recruitment Agency: Strategy, Technology and SalesRussell Dalgleish
Tips & advice to build and scale an exceptional recruitment business
Russell Dalgleish, Managing Partner, Exolta Capital Partners
Strategy & Execution
How technology will help
Its all down to Sales
As Managing Partner of Exolta Capital Partners Russell assists clients to define and implement growth strategies aimed at optimising value creation within their business. Experience in the recruitment sector includes build, growth and exit; application of technology and development of teams across multiple international sectors. Board member MBN Solutions, Chair WeAreTheFuture supporting youth entrepreneurship, Chair WeDO Scotland - Edinburgh's largest SME support community, advisor Par Equity and Co-Founder Klozers Academy - developing young sales talent.
This presentation provides some insight in the
business model concept and the factors influencing its sustainability. Some hands-on tools are shown to (1) identify a firm\'s business model, (2) analyse the influence of market developments on the business model, and (3) assess the sustainability of the business model in order to remain competitive on the market.
I. Stages of Operational Competitiveness the different levels of customer con...Lena Argosino
I. Stages of Operational Competitiveness
the different levels of customer contact in the service firm
II. Classification of the different strategies in different service operation
What consumers thinking before purchasing the commodity or how they take decisions for purchasing any commodity.
This presentation covered the stages of buying process of coonsumer.So, it helps to analyse the buying behaviour of people.
Manpower Recruitment Agency, Recruitment Consultant, Best Solution for Recru...MM Enterprises
M.M Enterprises is an International recruitment agency and Manpower consultant in India for over one and half decades providing the best recruitment services to clients in Australia, New Zealand, Canada, USA, UK, Germany, Dubai, Kuwait, U.A.E, Saudi Arabia, Malaysia, Singapore, Indonesia, Japan etc.. We aim at providing total manpower solutions to our valuable clients with a highly customized approach.
Oil and gas manpower recruitment agency in pakistan , "Abdul Ghaffar and Sons" is expanding constantly as manpower resource of Asia, and invites everyone openly to be the part of this growth, with one of the best manpower recruiting agency. We top the list of manpower recruitment agencies in Pakistan. We have our name associated with the largest companies in Middle East especially in UAE and Saudi Arabia, as one of the best and trusted manpower recruitment agency, which is playing a key role as manpower consultant in Pakistan since more than two decades. We deal with the promise to find the best available option for you without wasting your time and money. As a very professional and consigned human resource consultant, we believe in long term commitments and exquisite services for the clients, either jobseeker or employer. This is the basic reason we top in the list of manpower recruitment agencies in Pakistan.
Our huge data base shows an exemplary foundation of world class overseas recruiting agency, presenting the right talent for the employers. Unlike any typical manpower recruiting agency that deals in overseas employment, "Abdul Ghaffar and Sons" processes important dealings fast and accurately. We have maintained a standard of the top-notch human resource consultant in Pakistan and in Middle East.
The largest recruitment group in Pakistan, invites you to be the part of it and get the best recruitment options overseas. "Abdul Ghaffar and Sons", the only group in Pakistan that deals with all kinds of recruitment overseas and ensures the provision of top-notch human resource services and manpower recruitment.
In Pakistan, many recruitment groups have created hype about the classy overseas employment and the very same recruitment group in Pakistan fail to understand even the minimum standards of basic overseas manpower recruitment. The recruitment groups are not only expected to assess manpower but also provide them with the satisfaction and security through recruitment policies that benefit both employees and employer. In Pakistan, we have multi-talented manpower but the lack of recruitment opportunities cover their talents and leave it to rust. On the other hand, some groups in name of recruitment play complex games leaving the manpower here in wariness. These recruitment group in Pakistan not only defame the manpower from Pakistan, overseas but also limit the opportunities of recruitment for the manpower here. If you ever have being linked with any such group and have a mistrust towards recruitment groups now, "Abdul Ghaffar and Sons" offer you to try a genuine recruitment group in Pakistan. We have a strong background in overseas recruitment and human resource being the trustworthy recruitment group in Pakistan, believing in long term relationships and ultimate satisfaction of work. We are the group that specialize in human resource, overseas recruitment and manpower placement with ultimate professionalism, in Pakistan.
"Abdul Ghaffar a
Manpower Recruitment Agencies in Pakistan
There is a huge list of manpower recruitment agencies in Pakistan, which makes confusions among the clients and create trust issues. The competition between the manpower recruitment agencies in Pakistan is so much that people usually end up with the unauthentic and unprofessional human resource consultants for overseas employment that it leaves them and their money in jeopardy. Even among the top manpower recruitment agencies in Pakistan, there are some which do not keep the standards of an overseas placement consultant and provide the unsatisfactory services in terms of employment, recruitment, human resource and consultancy. The lower quality of services among the manpower suppliers leave a very few standardized manpower consultants, who can actually provide the meritorious employment and human resource, overseas. Most of the placement consultants forget their promises and agreement made with reference to standard employment, recruitment and human resource. With "Abdul Ghaffar and Sons", your details are promisingly safe as we work with the ultimate professionalism for recruiting and employment as a placement consultants. We are bound to provide the transcendent assistance being classified as the best human resource consultant in Pakistan. We offer the packages that no other placement consultant can offer you.
You will find no other Pakistani recruitment agency to offer you such a blend of services in overseas employment and placement. The list of manpower recruitment agencies in Pakistan must be huge, but only a few actually fit the frame. "Abdul Ghaffar and Sons" is one Pakistani recruitment agency to fulfill the criteria of top manpower recruitment agencies in Pakistan.
We assure to provide you with exactly what you want, assessing and meeting your needs with our world class services of recruiting agency. We firmly believe in "A promise made is a debt unpaid." We follow strict protocols when it comes to the delivery of quality and excellence, as it is the matter or our caliber and prestige being most trusted manpower recruiting agency in Pakistan.
Mi0036 business intelligence & toolsStudy Stuff
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Mi0036 business intelligence & toolssmumbahelp
Dear students get fully solved SMU MBA assignments
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Get the right information to right people at right time...Managed Document ServicesRicoh is a global technology company specializing in office imaging equipment, production printing solutions, document management systems and IT services. Ricoh Group operates in about 200 countries and regions The majority of the company's revenue comes from products, solutions and services that improve the interaction between people and information. Ricoh also produces award-winning digital cameras and specialized industrial products. Ricoh is known for the quality of its technology, the exceptional standard of its customer service and sustainability initiatives.
There is more to possibilities. There is more to Ricoh.
For more details visit: ricoh.co.in/there-is-more-to-ricoh/
Call in India 1800 11 6600 or SMS RICOH to 53456
Technology has come to play a crucial role in delivering marketing programs and helping with meeting your marketing objectives. In a space filled with over a 1,000 marketing tech companies providing all kinds of products, platforms & services how do you decide which tools and platforms to invest in?
We polled and received responses from 260 B2B marketers in the United States and internationally. The special report that follows gives you a snapshot of how B2B marketers such as yourself are placing their bets on technology.
Mi0036 business intelligence & toolssmumbahelp
Dear students get fully solved assignments
Send your semester & Specialization name to our mail id :
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Mind the Gap: Making Marketing More ProductiveAprimo
Marketing operations is a growing need for most organizations and the function’s value is increasingly recognized. Watch for more information on how you can make your marketing team more productive!
PMI-SV: ProDUCT Mgmt Basics for ProJECT MgrsRich Mironov
Basics of proDUCT management, presented to PMI-SV for proJECT and proGRAM managers. How are these the same? different? #prodmgmt is responsible for commercial success, while project mgmt marshalls resources and schedules and staff
Nicolas Schobinger | Business Transformation Academy - Post Merger Integratio...Nicolas Schobinger
This presentation was given to the European Business Transformation Conference, an event of the Business Transformation Academy (www.bta-online.com). The overall topic of the event was “Post-Merger Integration”, which is one of the main triggers for business transformation.
The case study presented is the one of SAP's own integration of acquired BusinessObjects. The presenter was leading the worldwide PMO for the Day 1 PMI phase.
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
Skye Residences | Extended Stay Residences Near Toronto Airportmarketingjdass
Experience unparalleled EXTENDED STAY and comfort at Skye Residences located just minutes from Toronto Airport. Discover sophisticated accommodations tailored for discerning travelers.
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Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
1. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
A Marketing Strategy forA Marketing Strategy for
Service FirmsService Firms
Q.Q. What kind of strategy would bestWhat kind of strategy would best
serve Growth & Profit objectives?serve Growth & Profit objectives?
A.A. A Direct Marketing ProgramA Direct Marketing Program
22
2. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Direct Marketing ProgramDirect Marketing Program
The DMP is...The DMP is...
Three Tiered Marketing SystemThree Tiered Marketing System
Designed to HelpDesigned to Help
service Firmsservice Firms
Increase Business to BusinessIncrease Business to Business
SalesSales
44
3. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Why a DMP???Why a DMP???
Traditional “Rainmaking” andTraditional “Rainmaking” and
Networking is no longer enoughNetworking is no longer enough
Increasing intensity of competitionIncreasing intensity of competition
Power of informational technologiesPower of informational technologies
>> adapt or fall behind>> adapt or fall behind
Price / cost pressures force pursuit ofPrice / cost pressures force pursuit of
marketing leveragemarketing leverage
44
4. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
... But Most Important... But Most Important
The need to replaceThe need to replace
an episodic effortan episodic effort
with awith a sustainedsustained,, focusedfocused,,
andand disciplineddisciplined marketingmarketing attackattack
44
5. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Tier I - Strategic Marketing PlanTier I - Strategic Marketing Plan
Custom TailoredCustom Tailored
ComprehensiveComprehensive
Easy to ExecuteEasy to Execute
Goal: The development of aGoal: The development of a
purposeful plan of actionpurposeful plan of action
44
DMP
6. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Tier II - Desk Top MarketingTier II - Desk Top Marketing
SoftwareSoftware
AcquisitionAcquisition
InstallationInstallation
ConfigurationConfiguration
Goal: Identify & harvest highGoal: Identify & harvest high
potential prospectspotential prospects
44
DMP
7. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Tier III - Implementation ChoicesTier III - Implementation Choices
In-HouseIn-House
SBA’sSBA’s
Out-Source... 3 levels:Out-Source... 3 levels:
• CoachingCoaching
• Project ManagementProject Management
• Hands-OnHands-On
Goal: Executing the planGoal: Executing the plan
44
8. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Tier I - Strategic MarketingTier I - Strategic Marketing
Plan Development (1 of 3)Plan Development (1 of 3)
Grand strategy & opportunity reviewGrand strategy & opportunity review
Analysis of new sales and customerAnalysis of new sales and customer
retention trendsretention trends
Assessment of promotional materialsAssessment of promotional materials
((ContinuedContinued))
44
9. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Strategic MarketingStrategic Marketing
Plan Development (2 of 3)Plan Development (2 of 3)
Targeted customer analysis andTargeted customer analysis and
profile:profile:
• DemographicsDemographics
• PsychographicsPsychographics
• Buying patterns, behaviors & trendsBuying patterns, behaviors & trends
• Must be ... Sizable, Definable andMust be ... Sizable, Definable and
ReachableReachable
((ContinuedContinued))
22
10. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Strategic MarketingStrategic Marketing
Plan Development (3 of 3)Plan Development (3 of 3)
Selection of “marketing missiles”Selection of “marketing missiles”
Implementation of game planImplementation of game plan
Budget requirementsBudget requirements
((ContinuedContinued))
44
11. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Tier I - DeliverableTier I - Deliverable
A comprehensive, customized andA comprehensive, customized and
easy to execute marketing planeasy to execute marketing plan
11
DMP
12. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Targeted Customer ProfileTargeted Customer Profile
(1 of 3)(1 of 3)
Industry TypeIndustry Type
# of Employees# of Employees
Years in BusinessYears in Business
LocationLocation
Annual SalesAnnual Sales
ownership Typeownership Type
((ContinuedContinued))
Some demographicSome demographic
Characteristics of businesses...Characteristics of businesses...
11
13. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Targeted Customer ProfileTargeted Customer Profile
(2 of 3)(2 of 3)
Phychographic Characteristics...Phychographic Characteristics...
CultureCulture
Industry LeaderIndustry Leader
Conservative VsConservative Vs
Risk TakerRisk Taker
Management StyleManagement Style
Fiscally PrudentFiscally Prudent
TechnologyTechnology
OrientedOriented
SociallySocially
ResponsibleResponsible
EnvironmentallyEnvironmentally
ConsciousConscious
((ContinuedContinued))
11
14. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Targeted Customer ProfileTargeted Customer Profile
(3 of 3)(3 of 3)
Other Relevant Characteristics...Other Relevant Characteristics...
Trade AssociationTrade Association
MembershipsMemberships
Publications &Publications &
SubscriptionsSubscriptions
State in BusinessState in Business
Maturation CycleMaturation Cycle
Workforce TypeWorkforce Type
CommunityCommunity
ActivitiesActivities
11
15. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
11
Please see the FlowPlease see the Flow
Chart titled:Chart titled:
GUIDE TOGUIDE TO
DEVELOPINGDEVELOPING
A STRATEGICA STRATEGIC
PLANPLAN
16. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Tier II - Desk Top MarketingTier II - Desk Top Marketing
Software...Software...system support for prospectsystem support for prospect
IdentificationIdentification
TrackingTracking
CultivationCultivation
33
D M P
17. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Desk Top Marketing SoftwareDesk Top Marketing Software
(1 of 2)(1 of 2)
Acquisition and Installation ... ofAcquisition and Installation ... of
two powerful and inexpensivetwo powerful and inexpensive
software tools:software tools:
• Prospect ManagerProspect Manager
• Contact ManagerContact Manager
((ContinuedContinued))
22
D M P
18. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Desk Top Marketing SoftwareDesk Top Marketing Software
(2 of 2)(2 of 2)
Configuration of the contactConfiguration of the contact
Management software to matchManagement software to match
the strategic marketing plan.the strategic marketing plan.
Training on the use,Training on the use,
management and capabilities ofmanagement and capabilities of
the software tools ... and theirthe software tools ... and their
interface.interface.
22
DMP
19. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Tier II - DeliverableTier II - Deliverable
An up and running system toAn up and running system to
support the identification andsupport the identification and
tracking of high potentialtracking of high potential
prospect leadsprospect leads
R1R1
DMP
20. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Why a Contact ManagementWhy a Contact Management
Database?Database?
Think of it as aThink of it as a SUPERSUPER Rolodex!!!Rolodex!!!
R1R1
D M P
21. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Record every prospect lead andRecord every prospect lead and
customercustomer
Capture information critical toCapture information critical to
an effective marketing effortan effective marketing effort
((ContinuedContinued))
Contact Management SoftwareContact Management Software
is a means to...is a means to... (1 of 4)(1 of 4)
R3R3
22. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Track all significant contact activity:Track all significant contact activity:
callscalls meetingsmeetings direct maildirect mail
salessales proposalsproposals inquiriesinquiries
attendance at eventsattendance at events responses to adsresponses to ads
Note information that can be used toNote information that can be used to
plot sales strategyplot sales strategy
((ContinuedContinued))
Contact Management SoftwareContact Management Software
is a means to...is a means to... (2 of 4)(2 of 4)
R3R3
23. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Identify prospects byIdentify prospects by
characteristics that relate tocharacteristics that relate to
different needs and servicesdifferent needs and services
Spend your marketing $$ and timeSpend your marketing $$ and time
on the prospects you are moston the prospects you are most
likely to convert to customerslikely to convert to customers
((ContinuedContinued))
Contact Management SoftwareContact Management Software
is a means to...is a means to... (3 of 4)(3 of 4)
R3R3
24. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Identify customers ready for the nextIdentify customers ready for the next
salesale
Group customers to facilitate tripGroup customers to facilitate trip
scheduling & drop-by’sscheduling & drop-by’s
Cultivate suspects ... to ... prospectsCultivate suspects ... to ... prospects
... to ... CUSTOMERS... to ... CUSTOMERS
Contact Management SoftwareContact Management Software
is a means to...is a means to... (4 of 4)(4 of 4)
R3R3
25. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Configuring the DatabaseConfiguring the Database
Means selecting the type ofMeans selecting the type of
information you will capture forinformation you will capture for
each prospect lead or customereach prospect lead or customer
InformationInformation relevantrelevant to yourto your
marketing strategymarketing strategy
R2R2
DMP
26. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
RuleRule
The right kind of contact repeatedThe right kind of contact repeated
over time will generate newover time will generate new
customers ... and additional salescustomers ... and additional sales
from existing customersfrom existing customers
R1R1
27. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
11
Please see the FlowPlease see the Flow
Chart titled:Chart titled:
DESK TOPDESK TOP
MARKETINGMARKETING
SUPPORTSUPPORT
SYSTEMSYSTEM
28. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Tier III - Implementation...Tier III - Implementation...
First , AssessFirst , Assess
Internal CapabilityInternal Capability
Budget / cost advantageBudget / cost advantage
preference (style - control -preference (style - control -
coordination)coordination)
33
29. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Then, decide execution ... forThen, decide execution ... for
each marketing missileeach marketing missile
In-HoursIn-Hours
SBA’sSBA’s
Out-source - 3 ChoicesOut-source - 3 Choices
• CoachCoach
• Project ManagementProject Management
• Hands-OnHands-On
33
30. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Typical “Missiles” for serviceTypical “Missiles” for service
Firms:Firms:
TelemarketingTelemarketing
SeminarsSeminars
Writing ArticlesWriting Articles
Direct MailDirect Mail
Print AdvertisementPrint Advertisement
NewslettersNewsletters
PromotionalPromotional
materialsmaterials
and more!and more!
11
31. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Tier III - Deliverable:Tier III - Deliverable:
Implementation of the marketingImplementation of the marketing
missiles aimed at high potentialmissiles aimed at high potential
customer groups and individualcustomer groups and individual
leadsleads
11
32. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
11
Please see the FlowPlease see the Flow
Chart titled:Chart titled:
33. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Benefits (1 of 3)Benefits (1 of 3)
Increase sales, profits andIncrease sales, profits and
customer retentioncustomer retention
Improve “yield” on time & moneyImprove “yield” on time & money
spent to generate salesspent to generate sales
((ContinuedContinued))
33
DMP
34. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Benefits (2 of 3)Benefits (2 of 3)
Build a customer base that betterBuild a customer base that better
matches their unique nichematches their unique niche
Selectively use “out-sourceing” toSelectively use “out-sourceing” to
minimize internal administration andminimize internal administration and
lower customer acquisition costslower customer acquisition costs
((ContinuedContinued))
33
35. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
Key Benefit (3 of 3)Key Benefit (3 of 3)
Replace an episodic sales effortReplace an episodic sales effort
with a....with a....
• FocusedFocused
• SustainedSustained
• Systematic marketing programSystematic marketing program
• and, gain a competitive edge!and, gain a competitive edge!
11
36. Prepared forPrepared for
by The MIS Departmentby The MIS Department
07/14/1307/14/13
Management Advisory ServicesManagement Advisory Services
The Customer PipelineThe Customer Pipeline
55
Universe of Business prospectsUniverse of Business prospects
Qualified ProspectsQualified Prospects
Launch Marketing MissilesLaunch Marketing Missiles
Contact ManagementContact Management
Proposals New CustomersProposals New Customers
D M P
...DMP Implementation...DMP Implementation