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"Part One: The Marketing Challenge 1. Profits Under Siege Growing your practice in tough times Part Two: Breakthrough Marketing Solutions: The 8 R's of Client Relationship Management 2. Revitalization and Renewal How to revitalize your value proposition with new services, sharper differentiation, and premium pricing 3. Retention How to hold on to your high-profit clients for life 4. Reacquisition How to win back your inactive and lost clients 5. Referrals How to build your client base by networking with the right people 6. Regeneration How to attract and woo profitable prospects 7. Rainmaking How to sell and close new high-margin deals 8. Related Sales How to grow your revenues and margins by up-selling and cross-selling 9. Reputation Building How to brand your practice to attract premium business 10. Countdown to Success How to transform your marketing plans into profits Appendix: Exploiting the Internet How to integrate the web into your marketing mix"
Harry Mills (Lower Hutt, NZ, and New York, NY) is the CEO of The Mills Group, an international consulting firm. His clients include PriceWaterhouseCoopers, KPMG, Ernst & Young, IBM, and Oracle. A regular keynote speaker, he is the author of 23 books on sales, negotiation, and influence, including Artful Persuasion.
The CEO Refresher (www.refresher.com): "This is the new bible for professional service firms and is one of the best books of the year."