Professional services marketing leadership

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The #PSLI graduates a new class of high performing marketers

High-performing marketing managers from four global firms met at the University of Maryland’s Robert H. Smith School of Business for Cohort Three of the Professional Services Leadership Initiative #PSLI. This two-session program is organized by the Center for Excellence in Service and the Office of Executive Programs at Smith. Founding partners of the PSLI are #Randstad, one of the world’s

T. Rowe Price digital marketer applauds the #PSLI Professional Services Leadership Initiative

T. Rowe Price digital marketer describes the value she received from the Professional Services Leadership Initiative

Randstad’s North America CMO describes the value of the 2015 Professional Services Leadership Initiative #PSLI

Randstad’s North Americas CMO describes the benefits she and her team received from their participation in the 2014-2015 Professional Services Leadership Initiative (PSLI). These include non-competitive information sharing, gaining a global perspective, being challenged to grow, developing a perspective beyond her own company and working in teams. She provides advice to new participants: Be prepared!

PwC marketers praise the 2015 Professional Services Leadership Initiative #PSLI @SmithSchool

High performing marketers from PwC talk together about the benefits they received from their participation in the 2014-2015 Professional Services Leadership Initiative (PSLI). These include making connections, access to leadership, and building relationships.    The PSLI is a unique executive development program for high-performance marketers and managers. It is targeted to globally prominent professional and

The power of the pilot

The Professional Services Leadership Initiative #PSLI, held for the second year in a row at the R. H. Smith School of Business @SmithSchool, concluded last week. More than twenty marketing managers from around the world presented their Action Learning Projects to their senior executives. The projects focused on: integrating marketing with selling; using market research

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

Stereotypes are no longer acceptable!

In my video this week, I describe the study findings about workplace gender bias cited in a December 6, 2014 New York Times article by Adam Grant and Sheryl Sandberg (“When talking about bias backfires”). The article offers fascinating insights for professional services marketing.   “. . . new research suggests that, if we’re not

Friendship-Based Integration Is Not Enough

My new video highlights the continuing challenges of integrating marketing and sales (business development) in the professional services arena. Since publishing my book The Integration Imperative, there has been much progress to integrate these functions. And I'm pleased that the critical topic of integrating marketing and selling is addressed by the 2014-2015 Professional Services Leadership Initiative (PSLI).

Managing outsourced service provider relationships

In this video, I discuss the opportunities and challenges facing mid-level professional services marketers as they manage outsourced service providers for their enterprises. For many mid-level marketers, leading a project with an outside agency is their first chance to steer an initiative on their own. The stakes are high.      Many mid-level professional services