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Library Check Out Procedures 

Contact Natalie Maytum (Natalie@MMaytum.com) with the titles of the requested publication(s). Borrower will be required to make arrangements for picking up and returning item(s).

Library Policies

A maximum of two items can be checked out for 30 days. 

Items are renewable for one additional week provided no one else has requested them.

Webinars (on DVD's)

Competing Intelligently: Strategically Reinvent Your Firm and Marketing,   January 15, 2013

How to Use the SF330 Form to Your Advantage and WIN February 15, 2011

InDesign for Proposals – Marketing Coordinator Workshop October 15, 2010

Pitch to Win: A Complete Approach to Pursuing Business, Making the Shortlist, and Winning When Opportunities are Scarce, March 16, 2010

Leveraging Client Relationships: How to Ask, Accept, and Act Upon Client Feedback, October 20, 2009

Implementing and Measuring Social Media Marketing for A/E/C Firms, July 28, 2009

Strategizing Winning Proposals from Value Proposition to Differentiation-on Deadline, February 17, 2009

How to Get the Most out of Direct Marketing, March 18, 2008

Create and Implement a Strategic Marketing Plan, March 6, 2008

Five Marketing Tools that Make Life Easy,  September 18, 2007

Create Success with Effective Proposals May 15, 2007

Convert Trade Show Leads into Sales April 17, 2007

Establishing a Successful Business Development Culture and Process for Your Firm February 13, 2007

Brand X Factor, Connecting Strategy with Design January 16, 2007

Brand X Factor, Connecting Strategy with Design (2)  January 16, 2007

Creating Proposals That Win, October 17, 2006

Increasing Marketing Effectiveness at Professional Firms, June 13, 2006

The Art & Science of Proposal Leadership

Books
BOOK YOURSELF SOLID ILLUSTRATED: The Fastest, Easiest, and Most Reliable System for Getting More Clients Than You Can Handle Even if You Hate Marketing and Selling – 2013, Michael Port

BOLD BRAND: The New Rules for Differentiating, Branding, and Marketing Your Professional Services Firm – 2012, Josh Miles

PROPOSAL DEVELOPMENT SECRETS: Win More, Work Smarter, and Get Home on Time – 2012, Matt Handal

SHIPLEY PROPOSAL GUIDE – 2011, Larry Newman, PPF, APMP

SOCIAL MEDIA 101 – Tactics and Tips to Develop your Business Online  – 2010, Chris Brogan

CPSM STUDY GUIDE – Version 2.0 | November 2010

LONG-CYCLE STRATEGIES FOR A SHORT-CYCLE WORLD – Build Enduring Value in your Enterprise – 2010, Ed Friedrichs

A HORSE OF A DIFFERENT COLOR: Marketing in the Public Sector – 2009, Bernie Siben, CPSM

TRUST AGENTS – Using the Web to Build Influence, Improve Reputation, and Earn Trust – 2009, Chris Brogan and Julien Smith

1-ON-1 MANAGEMENT™: What Every Great Manager Knows That You Don’t – 2008, 
Kelly S. Riggs

RAIN MAKING 2nd Edition – Attract New Clients No Matter What Your Field – 2008, Ford Harding

HOW TO HAVE KICK-ASS IDEAS – Shake up your Business, Shake up your Life – 2008, 
Chris Baréz-Brown

ACCM PROJECT DELIVERY HANDBOOK –  A Guide to California School and Community College Facility Delivery – 2007

A WHOLE NEW MIND – 2005, Daniel H. Pink

NEVER EAT ALONE – AND OTHER SECRETS TO SUCCESS, ONE RELATIONSHIP AT A TIME – 2005, Keith Ferrazzi

BLUE OCEAN STRASTEGY How to Create Uncontested Market Space and Make the Competition Irrelevant – 2005, W. Chan Kim and Renee Mauborgne

COMMUNICATION BY DESIGN – 2004, Capelin, Joan

I SHOULD BE BURNT OUT BY NOW . . . SO HOW COME I’M NOT? – 2004, 
Neuhauser, Peg; Bender, Ray; Stromberg, Kirk

THE INSIDER’S GUIDE TO MARKETING GREEN BUILDINGS – 2004,
Jerry Yudelson, P.E., MBA, LEED AP

THE MEDICI EFFECT: Breakthrough Insights at the Intersection of Ideas, Concepts & Cultures – 2004, Frans Johansson

ARCHITECT’S ESSENTIALS OF WINNING PROPOSALS – 2003, Frank A. Stasiowski

THE INSIDE SCOOP - Proposals and Interviews from the Client’s Perspective – 2003, 
Marcy Steinberg

BREAKTHROUGH NETWORKING (Building Relationships That Last) – 2003, Lillian D. Bjorseth

CUSTOMER RELATIONSHIP MANAGEMENT – 2002, Kristin Anderson and Carol Kerr

PROPOSALS - ON TARGET, ON TIME – 2002, Don Safford

CHARTING YOUR CAREER PATH - Opportunities for Professional Service Marketers in the 21st Century – 2001, Sally A. Handley and Sharyn Yorio

WINNING NEW BUSINESS: A Guide to Making Great Presentations – 2001

SMPS 2000 MARKETING SALARY & EXPENSE SURVEY - 2000, 2009

MARKETING HANDBOOK FOR THE DESIGN AND CONSTRUCTION PROFESSIONAL -2000, 2009, Society for Marketing Professional Services

SECRETS OF SUPERSTAR SPEAKERS - Wisdom from the Greatest Motivators of our Time – 2000, Lilly Walters

HOW TO WORK A ROOM – The Ultimate Guide to Savvy Socializing in Person and Online – 2000, Susan RoAne

WIRED (How To Crawl Inside Your Client’s Mind For Success In Business Development) – 2000, David A Stone

POWER NETWORKING – 59 Secrets for Personal & Professional Success – 2000, Donna Fisher & Sandy Vilas

CREATING RAINMAKERS - The Manager’s Guide to Training Professionals to Attract New Clients – 1998, Ford Harding

BLUEPRINT FOR MARKETING - A Comprehensive Marketing Guide for Design Professionals – 1995, Susan E. Frost

PREPARING DESIGN OFFICE BROCHURES: A Handbook – 1985

LIFETIME CONVERSATION GUIDE: The Key to Success with People – 1984, James K. Van Fleet

Book Descriptions

1-ON-1 MANAGEMENT™: What Every Great Manager Knows That You Don’t – 2008 
Kelly S. Riggs

1-on-1 Management introduces a set of proven management principles that can be used immediately to build trust, improve communication, and create a positive work environment. It introduces a step-by-step approach to effective management that creates real and lasting results.

ACCM PROJECT DELIVERY HANDBOOK – A Guide to California School and Community College Facility Delivery – 2007

A HORSE OF A DIFFERENT COLOR: Marketing in the Public Sector –
2009 Bernie Siben, CPSM

We approach different clients in different ways – often based on a relationship, other times based on other things. The public sector is a different kind of client. Much of the approach is dictated by law, and involves public documents, transparent processes, written submittals, interviews and selection based on technical qualifications.

Some marketing strategies common to the private sector cannot be used in the public sector. For those who don’t market public sector agencies, this may look complicated and perilous.

A Horse of a Different Color: Marketing in the Public Sector explains the legal basis of the public procurement process, highlights differences between public and private sector marketing, points out the dangers in these differences, and describes ways to navigate the dangers.

A WHOLE NEW MIND – 2005 Daniel H. Pink

The future belongs to a different kind of person with a different kind of mind: artists, inventors, storytellers-creative and holistic "right-brain" thinkers whose abilities mark the fault line between who gets ahead and who doesn't. Drawing on research from around the world, Pink outlines the six fundamentally human abilities that are absolute essentials for professional success and personal fulfillment-and reveals how to master them. A Whole New Mind takes readers to a daring new place, and a provocative and necessary new way of thinking about a future that's already here.

ARCHITECT’S ESSENTIALS OF WINNING PROPOSALS – 2003 Frank A. Stasiowski

The Architect's Essentials of Professional Practice Series provides substantive information on the business of architecture and its affiliated professions to maintain and improve the quality of the professional and business environment. Architects and designers are usually required to prepare and submit proposals in order to secure new business and the success of these proposals has a direct impact on the success or failure of any given firm.

  • Architectural firms spend an average of £'000s preparing proposals. This guide offers full coverage of how to create a proposal that will get the job
  • Looks at how to personalise proposals as well as effectively targetting it to maximise success rates


BLUE OCEAN STRATEGY How to Create Uncontested Market Space and Make the Competition Irrelevant – 2005 W. Chan Kim and Renee Mauborgne

Companies have long engaged in head-to-head competition in search of sustained, profitable growth. They have fought for competitive advantage, battled over market share, and struggled for differentiation. Yet in today’s overcrowded industries, competing head-on results in nothing but a bloody “red ocean” of rivals fighting over a shrinking profit pool. In a book that challenges everything you thought you knew about the requirements for strategic success, W. Chan Kim and Renee Maubornge contend that while most companies compete within such red oceans, this strategy is increasingly unlikely to create the profitable growth in the future.

Based on a study of 150 strategic moves spanning more than a hundred years and 30 industries, Kim and Maubornge argue that tomorrow’s leading companies will succeed not by battling competitors, but by creating “blue oceans” of uncontested market space ripe for growth. Such strategic moves – termed “value innovation” – create powerful leaps in value for both the firm and its buyers, rendering rivals obsolete and unleashing new demand.

BLUEPRINT FOR MARKETING - A Comprehensive Marketing Guide for Design Professionals – 1995 Susan E. Frost

This completely revised edition of Blueprint for Marketing is updated for today’s competitive global marketplace. By reading and applying the concepts in this book, you can create a blueprint for your firm. Descriptive guidelines and worksheets are included to prepare a marketing plan, public relations plan, corporate brochure and Web site. Written for the architecture, engineering and contracting firm but the guidelines and marketing principles apply to any business.

BOLD BRAND: The New Rules for Differentiating, Branding, and Marketing Your Professional Services Firm – 2012 Josh Miles

In the past, most professional services firms could get by simply relying on traditional marketing tactics. For most firms, networking, attending benefit dinners, advertising in the Yellow Pages, and merely adding the new partner's name to the office sign was enough to stay top of mind. Today, everything has changed. Even traditional industries need to figure out how to differentiate and compete in our digital, socially-networked society. Bold Brand is a process that any professional services firm can follow to identify, develop, and leverage their brand essence to market themselves in a truly unique way. Today's professional services marketers know that if they want to stand out, they have to do something different. Read Bold Brand to find out how, and get ready to get Bold!

BOOK YOURSELF SOLID ILLUSTRATED: The Fastest, Easiest, and Most Reliable System for Getting More Clients Than You Can Handle Even if You Hate Marketing and Selling – 2013 Michael Port

Learning new concepts is easier when you can see the solution. Book Yourself Solid Illustrated, a remarkable, one-of-a-kind work of art, transforms the Book Yourself Solid system into a more compelling and easy-to-consume playbook for any business owner.

You won't find business school graphs or mind maps. Instead, you'll find compelling, visual stories that reinvent old and tired business concepts, making Book Yourself Solid Illustrated a fun and playful book that you will revisit year after year as you get more clients than you can handle.

There isn't a business book on the market that can show you how to apply the strategies, techniques, and skills necessary to generate new leads, add more clients, and increase profits through visuals. Previously you could only read or listen to advice, now you can see it and get it faster.

This illustrated version is organized into four modules: your foundation, building trust and credibility, simple selling and perfect pricing, and the Book Yourself Solid 6 core self-promotion strategies.

  • Reengineering the book with visual strategist, Jocelyn Wallace, has given author Michael Port new ways of explaining and expanding his gold-standard material.
  • Author Michael Port has been called a "marketing guru" by the Wall Street Journal and "an uncommonly honest author" by The Boston Globe, and wrote Book Yourself Solid (in it's 2nd edition), Beyond Booked Solid, The Contrarian Effect which was selected as a 2008 top ten business book by Amazon.com and the 2008 #1 sales book of the year by 1-800-CEO-READ, and The New York Times Bestseller, The Think Big Manifesto.
  • Author is one of the most popular business coaches in the world and headlines events all over the world.

Master the techniques in Book Yourself Solid Illustrated, and take your service business to the next level today.

For the first time ever you can have the Book Yourself Solid Mobile app. Install it on any device and the Book Yourself Solid System comes to life. Do all of 49 exercises from the new book on any device, including your desktop computer. This thing rocks.

BREAKTHROUGH NETWORKING (Building Relationships That Last) –
2003 Lillian D. Bjorseth

Building relationships is the most important function of business, because all business depends on working with people you know and trust. Learn from this expert how to look professional, convey professionalism, and draw people to you for a successful sales and marketing career.

CHARTING YOUR CAREER PATH - Opportunities for Professional Service Marketers in the 21st Century – 2001 Sally A. Handley and Sharyn Yorio

Between advertising, public relations, and marketing, there are many ways to tell the public about your firm’s expertise. But hard-working marketers who bring in the business seem to be the forgotten people, the ones behind the scenes. From the point of view of the marketer, however, this is not a job; it’s a career–one to be nurtured and one which ultimately should bring the greatest level of satisfaction. To make that happen, you need to understand the realities of the marketplace–how jobs are defined, how titles, responsibilities, and salaries vary. This book is an analysis of what’s involved in marketing as a career, what kinds of skills, talents, and experience you need, as well as describing the current marketing “destinations” and the available paths to get there.

COMMUNICATION BY DESIGN – 2004 Capelin, Joan

This unique resource is targeted to business principals, as well as anyone who aspires to a leadership position in a firm, association, or business joint venture. The author draws on examples from her career as public relations consultant to elucidate the fundamentals of strategic, effective communication.

CPSM STUDY GUIDE – Version 2.0 | November 2010

While these materials are designed to be a comprehensive review of many of the topics on the CPSM exam, the areas covered by the test vary from year to year, and the authors do no purport to cover all areas fully that appear on the exam.

CREATING RAINMAKERS - The Manager’s Guide to Training Professionals to Attract New Clients – 1998 Ford Harding

As every manager of a professional firm realizes, generating leads and landing new clients is one of the most critical operations of a successful venture, and everybody needs to learn how to do it well. But transforming accountants, architects, attorneys, consultants, engineers and other professionals into client-generators is not always easy to do. Creating Rainmakers outlines all the necessary steps you need to turn your professional staff into successful rainmakers who can really drum up business!

CUSTOMER RELATIONSHIP MANAGEMENT – 2002
Kristin Anderson and Carol Kerr

In today’s impersonal, arms-length marketplace, customer loyalty is rapidly becoming a thing of the past. Customer Relationship Management brings it back to the foreground, providing easy-to-apply solutions and strategies for establishing meaningful bonds with your customers and turning them into reliable, lifelong partners. This edition provides key insights for choosing and implementing a CRM strategy, a review of database tools for capturing and managing client data and proven techniques for translating an effective CRM strategy to the e-commerce environment. Even as markets change, effective customer relationship management remains a question of knowing your customers, understanding their wants and needs, and establishing long-term, mutually beneficial relationships. This valuable resource will show you how to design a CRM approach that is responsive, flexible and personalized to each customer.

HOW TO WORK A ROOM – The Ultimate Guide to Savvy Socializing in Person and Online – 2000 Susan RoAne

Ground–breaking self–help book on improving communicating and socializing skills in business and life. How To Work A Room lays down the fundamentals for savvy socializing. RoAne clearly shows how to overcome the five roadblocks that keep most people from making new contacts; mix chutzpah and charm to start and end conversations smoothly; know when to use humor––and when not to; and follow simple rules of etiquette. Incorporating years of feedback from hundreds of presentations, as well as anecdotes from around the globe, RoAne keeps How To Work A Room fresh and on target.

HOW TO HAVE KICK-ASS IDEAS – Shake up your Business, Shake up your Life – 2008 
Chris Baréz-Brown

Stuck in a rut? Bored? Dissatisfied? Uninspired? Got a problem you don't know how to solve? What if you knew exactly what you wanted and could make it happen, right now? To get there, you need creativity—you need some kick-ass ideas. This book is chock-full of practical and inspirational ways to help you jump-start your creativity, identify what you want in life, and then make it happen. Chris Baréz-Brown turns companies around the world into highly creative and successful teams. Here he pours his best techniques into a book that reunites you with the imaginative genius inside you. It's about fun, freshness, and new ways of thinking, filling your life with new experiences, and then getting playful. With these step-by-step activities, case studies, and imaginative practical exercises, you can find out exactly what it is you want and then make it real! 75 color illustrations.

I SHOULD BE BURNT OUT BY NOW . . . SO HOW COME I’M NOT? – 2004 
Neuhauser, Peg; Bender, Ray; Stromberg, Kirk

This book is a timely reminder of just how much we can do to control our own lives and ensure our own mental well-being. It’s a practical guide filled with wide-ranging examples of how people have taken charge of their own lives in trying circumstances to not only avoid burning out, but to thrive. An uplifting read for anyone with a hectic and stressful life, which is, let’s face it, all of us."

LIFETIME CONVERSATION GUIDE: The Key to Success with People – 1984 
James K. Van Fleet

Whether at home or at work, you spend a lot of your waking hours conversing with other people. You try to influence their behavior by advising, ordering, and persuading--but all too often, you fail to get through to them.

Here are scores of "conversation power" techniques you can use to control the behavior of others in virtually any family, business, or social situation. Without ever raising your voice, you can get anyone to do what you want, the way you want--and do it gladly.

Once you learn these simple methods of verbal persuasion, you'll wield an almost magical power over everyone--and win the respect, support, and friendship of everyone you meet!

LONG-CYCLE STRATEGIES FOR A SHORT-CYCLE WORLD – Build Enduring Value in your Enterprise – 2010 Ed Friedrichs

Today's financial marketplace, driven by quarterly performance metrics, demands short-cycle actions, often to the detriment of the long-term value of your organization. Compounding this, playing people and facilities like chess pieces loses the embedded value of human networks and institutional knowledge, especially after a merger or acquisition. These patterns, common in publicly traded companies, have found their way into creative industries like architecture, design, and advertising as well. Using a personal journey through his 42-year career as an architect, interior designer and planner, 8 of which were spent as President of Gensler, one of the world's most influential design enterprises, Ed Friedrichs presents a model for business design in the 21st century. Drawing on strategies that created the world's largest architectural practice, an archetypal long-cycle business, he makes the case for a quantum shift in thinking about organizational design in today's creative business environment. This book contains numerous case studies illustrating how to develop strategies and culture to achieve a sustainable advantage in a highly competitive marketplace.

MARKETING HANDBOOK FOR THE DESIGN AND CONSTRUCTION PROFESSIONAL -2000, 2009 Society for Marketing Professional Services

This authoritative volume has articles on major topics in marketing design and construction services written by experienced professionals. Whether it’s business development, communications planning, image building, website development, ISO 9000, international marketing, professional development, proposals, the niche strategy, or winning presentations, you can be certain that the advice comes from an industry leader who has faced this real-world challenge.

NEVER EAT ALONE – AND OTHER SECRETS TO SUCCESS, ONE RELATIONSHIP AT A TIME – 2005 Keith Ferrazzi

Keith Ferrazzi believes strongly that relationships that are genuine and significant are key to success and happiness. He shows how to establish the proper mindset, how to get a sense of one's own mission, and how to interact with people once you begin building your personal brand. Ferrazzi seems to have a voracious appetite for connecting to others, but he also has an epicure's sense that quality is the goal and offers specific advice and guidelines, many drawn from marketing, information management, and flow theory.

POWER NETWORKING – 59 Secrets for Personal & Professional Success – 2000  
Donna Fisher & Sandy Vilas

This practical, inspiring book will teach you the secrets of creating a powerful personal and professional network and show you how to:

  • Eliminate the roadblocks to successful networking
  • Use the “stepping-stone” method to meet anyone you want
  • Make requests that get the results you want
  • Introduce yourself so people will be inspired to call on you
  • Generate a continuous flow of referrals from clients and associates
  • Take advantage of high-tech tools and strategies to build your network

 

PREPARING DESIGN OFFICE BROCHURES: A Handbook – 1985 David Travers

PROPOSAL DEVELOPMENT SECRETS: Win More, Work Smarter, and Get Home on Time – 2012 Matt Handal

Finally, a book about proposal development that won't put you to sleep! A must read for anyone in the business of selling or marketing professional services. If you are looking for real insights into the proposal business, if you want to work smarter and not harder, and if you care deeply about the outcome of the proposals you produce, this is the book for you.

Proposal Development Secrets is full of ground-level advice from the proposal trenches and valuable insights that might just make proposal development a little less taxing and a lot more rewarding. It focuses on the cold hard realities of the proposal business and provides you with some strategies to help you get home to the people and things that you love.

In Proposal Development Secrets, Matt Handal, author of Marketing To The Mind, shares his unique insights with you.

PROPOSALS - ON TARGET, ON TIME – 2002 Don Safford

This experienced proposal writer, speaker and lecturer provides a sure-fire method of approaching the proposal process. He shows you how to establish a relationship with the client, develop and refine your project approach, learn about your competition, select the right project team members, develop a proposal budget and more. He emphasizes that you must read the RFP, and you must provide all the information that the client asks for with no exception. In this book, the author helps design firms focus on writing proposals that cannot be eliminated. He provides a systematic approach geared to help you meet your client’s specific needs and manage the separate elements of the proposal writing process. Even when your firm has too little lead time, following strategic steps throughout the proposal process is crucial to winning the job.

RAIN MAKING 2nd Edition – Attract New Clients No Matter What Your Field –
2008 Ford Harding

In this new edition of his classic book, Rain Making, Ford Harding reveals step by step how – even if you’ve never sold a product in your life – you can become a top performer in your organization. Filled with easy-to use strategies, checklists, tables, and guides, this book shows you how to: write articles for professional publications; make cold calls like a sales pro; network to build a lasting customer base; develop a winning sales strategy. With this book at your fingertips, you’ll get the marketing and sales skills you need to survive – and flourish – one sale at a time!

SECRETS OF SUPERSTAR SPEAKERS - Wisdom from the Greatest Motivators of our Time – 2000 Lilly Walters

Discover what motivates some of the world’s most famous speakers to develop the messages and skills that have made them successful, influential and rich. Their hard-earned, insider secrets are collected here to help you become a more effective speaker and deliver memorable messages that motivate. Lilly Walters shares these formative life experiences and proven motivational techniques of a wide variety of world-class speakers, including Tony Robbins and Deepak Chopra, Lou Holtz, Anita Roddick and others. You’ll learn how all of these very different personalities discovered their unique sources of inspiration, what methods they developed to motivate others, and how they learned to fine-tune clear, persuasive messages that touch the hears and minds of millions every day. A one-of-a-kind source of inspirational wisdom from the crème de la crème of the speaking world.

SHIPLEY PROPOSAL GUIDE – 2011 Larry Newman, PPF, APMP

The Shipley Proposal Guide provides tools, resources, and best practices based on a proven 7-phase business development lifecycle that helps ensure success. This proposal guide has three aims: 1) Help individuals and organizations win competitive business more effectively, efficiently, and consistently; 2) Offer clear guidance to business development professionals that is practical and easy to find; and 3) Record best-practice guidelines. 

SMPS 2000 MARKETING SALARY & EXPENSE SURVEY - 2000, 2009

Society for Marketing Professional Services This resource provides offering salary ranges for various marketing positions within the built and natural environment, along with other forms of compensation offered by employers. In addition, data regarding office revenues and marketing expenditures was collected to obtain industry benchmarks.

SOCIAL MEDIA 101 – Tactics and Tips to Develop your Business Online  –
2010 Chris Brogan

Your competitors are using social media platforms like blogs, Twitter, and Facebook to reach their customers in order to grow their businesses and profits—are you?  With Social Media 101, you can quickly bring your business up to speed on the most effective social media marketing strategies. In this one-stop guide based on years of research, longtime blogger and bestselling author Chris Brogan compiles all the tactics and tools you need to get up and running with social media while avoiding the pitfalls. The short, powerful chapters can be read all together or as needed, and are packed with real-world examples of companies' and individuals' right steps and missteps.

THE INSIDE SCOOP - Proposals and Interviews from the Client’s Perspective –
2003 Marcy Steinberg

Have you ever wondered why some proposals make the Short List and others make the Circular File? Wouldn’t it be great to read your client’s minds and give them exactly what they ask for in your next proposal? Author Marcy Steinberg invites you to tap into her extensive client research to find the answer to these and other questions. Through one-on-one interviews with more than 100 public and private A/E/C industry clients, and as an observer on dozens of selection committees, she shares information with you that until now has been the industry’s best-kept secret. Clients reveal what they like, dislike, and simply won’t tolerate from A/E/C firms who hope to win their business. Read this book and gather the competitive intelligence you need to send your firm’s hit rate skyrocketing!

THE INSIDER’S GUIDE TO MARKETING GREEN BUILDINGS –
2004 Jerry Yudelson, P.E., MBA, LEED AP

The Insider’s Guide to Marketing Green Buildings contains more than 50 charts, graphs, project photos, figures, and tables charting the past growth and future direction of the green-building industry. Numerous case studies illustrate successful marketing by professional service firms, product manufacturers, contractors, and developers. This book brings contemporary marketing theory and practice together with green-building professional practice, offering data, tools, techniques, strategies, and practical examples designed to encourage more successful marketing of green buildings, developments, and products by industry professionals. Finally, the author provides practitioners with insights and tools to help green-building practitioners ‘make the sale’ to clients.

THE MEDICI EFFECT: Breakthrough Insights at the Intersection of Ideas, Concepts & Cultures – 2004 Frans Johansson

The name of the book refers to the explosion of knowledge, culture and ideas that flourished during the Renaissance, fueled by the wealthy Medici family in Italy. It’s an appropriate metaphor for the explosion of disruptive business opportunities that we're faced with today.  The Medici Effect is divided into three sections: The Intersection, Creating The Medici Effect, and Making Intersectional Ideas Happen

TRUST AGENTS – Using the Web to Build Influence, Improve Reputation, and Earn Trust – 200 Chris Brogan and Julien Smith

Trust agents aren't necessarily marketers or salespeople; they're the digitally savvy people who use the Web to humanize businesses using transparency, honesty, and genuine relationships. As a result, they wield enough online influence to build up or bring down a business's reputation. This book will show you how to build profitable relationships with trust agents, or become one yourself. In an online world defined by its transparency, becoming a trust agent is no easy task, but once you've established your reputation, you can build influence, share it, and reap the benefits of it for your business. When you've learned a trust agent's secrets, your words can carry more power and more weight than any PR firm or big corporate marketing department. Learn to use the power of the Web and social networks for your business now. Trust Agents gives you all the tools and strategies you need to do it the right way—honestly, effectively, and profitably.

WINNING NEW BUSINESS: A Guide to Making Great Presentations – 2001 Kay Lentz, FSMPS; Mary E. Rauch; James E. Frey; John F. Kelley, III; and Michael J. Reilly

This publication is a compilation that draws upon the knowledge of successful A/E/C industry professionals who offer insights into their experiences. The guide provides concise, practical tips and suggestions for preparing and making a winning presentation. It has new materials, case histories, examples of projects and how they were won, and suggestions from a variety of sources. This valuable resource is very relevant to the way business is being done today and consists of a tremendous amount of material, all contributed by those who’ve had significant up-to-date experience.

WIRED (How To Crawl Inside Your Client’s Mind For Success In Business Development) – 2000 David A Stone

What information do clients want and need to select a professional services firm, beyond the written RFP? You are obliged, as everyone is, to follow the directions of the RFP exactly, respond to the questions asked, the details requested. In the end, that makes every proposal exactly like every other proposal. So what do you do to differentiate your firm? Learn how to find the "hidden agenda" in any RFP and make your firm's proposal stand out from the pack.


 

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