.... Considers the various aspects of target marketing which can be adopted by professional firms to ensure that they win the maximum number of profitable new clients, at least cost. The main objective is to get the target client to want a meeting with the professional service firm. Looks in detail...

... by the client had not been because of price and that no outstandingly low bid had been received). © MCB UP Limited 1996 Clients Professional service firms Relationship marketing Selling With this level of understanding, the professional can plan the best approach to the sale and put...

... of the number and quality of the potential clients they generate. © MCB UP Limited 1994 Clients Database creation Marketing Networks Professional service firms Until deregulation, well over 90 per cent of all new clients arrived at the professional practice through an introduction...

... clients. Architecture Construction industry Marketing Marketing strategy Market orientation Professional service firms In recent years, strategic decision‐makers in professional service firms have been forced to re‐examine their approach to customers and the marketplace, owing...