Monthly Archives: January 2015


The ROI Trap

Professional service marketers too often fall into a trap if they pursue the wrong types of ROI measurement. One ROI trap is measuring the wrong things like non-client “events” such as click-throughs on an email campaign, web site hits, or media mentions. These activities are nice to know but not necessarily indicative of future sales.

Use internal segmentation to drive change

Suzanne Lowe advises professional service marketers to use classic segmentation methods when introducing new initiatives to internal client-facing practitioners and/or business developers. Let’s say Marketing wants to implement a new initiative that's never been tried by the firm before: an email campaign that uses new thought leadership content.      She suggests segmenting the internal