Advance Praise for The Integration Imperative
Management Consulting
“Professional service firms tend to look for
easy answers to the question of how to get new clients.
Suzanne Lowe puts her finger on the biggest and hardest
challenges and who shares responsibility for meeting
them.”
Bill Matassoni, Retired McKinsey
Partner and Marketing Director
“As Suzanne Lowe highlights, the PSF mindset
is one of continuous mastery of your profession through
talent development, skill development, and an awareness
of best practices in your field.”
Juli Ann Reynolds, President and CEO, Tom
Peters Company
“A must read for any serious professional services
executive.”
David Harkleroad, Managing Director, Global
Marketing, Hay
Group
“Lowe again provides professional service firms
with a template for making ourselves more effective
and more successful. As in each of her preceding books
she provides not only a construct for success but
case studies that demonstrate best practices as well.”
Leon Schor, Vice President Sales and Marketing,
L.E.K. Consulting
“Suzanne Lowe has always been a strategic thinker.
In her latest book, she provides practical and applicable
solutions to the craziness surrounding the business
world today. Her laser-sharp insight explains both
why and how successful companies (and government agencies)
must break down stovepipes if they are to survive.”
Debrah A. Whitaker, President / CEO, The Balanced
Scorecard for Government, Inc
Architecture, Engineering, and
Construction
“Suzanne Lowe makes a compelling argument regarding
the often disconnected marketing and sales activities
that take place in professional service firms. More
importantly, The Integration Imperative offers the
insights needed to overcome internal barriers to integration
and offers examples of how it can be done.”
Paul R. Brown, Executive Vice President, Global
Market Development, CDM
“Successful marketing and business development
is a fundamental mindset that, at its best, is fully
integrated into every business practice.When reflected
throughout the organization in every thought, communication,
service, and behavior, this marketing attitude provides
a powerful influence on the ultimate experience of
each client.”
Jon Alan Baker, FAIA, LEED AP, Partner, NTD
Architecture
“Suzanne Lowe’s new book comes at a perfect
time. It has never been more important to have all
members of professional service firms add marketing
and business development to their job descriptions.
This book provides proven ideas and methods that work.”
Ed Kasparek, Senior Vice President, Director
of Business Development, Thornton
Tomasetti
Executive Recruiting
“The Integration Imperative offers a potent
cocktail of robust theory, insightful case histories,
and lateral thinking—any marketer will find
something to chew on here.”
Sholto Douglas-Home, Group Marketing Director,
Hays Plc
“Professional service firms leave so much money
on the table because of the lack of integration between
marketing and selling, and this book demonstrates
the path to getting it right.”
Don Spetner, Executive Vice President and
Chief Integration Officer, Korn/Ferry
International
Authors
“An amazing blend of insight and in-depth real
world examples. All professional firm marketers and
managers should read this book.”
David Maister,
Author and Consultant
“In extremely clear, well-documented fashion,
Suzanne Lowe’s The Integration Imperative makes
a significant contribution to the requisite body of
knowledge for leaders of professional service firms
across the board and around the world.”
Robert Galford, Managing Partner, Center
for Leading Organizations, and co-author, The
Trusted Advisor, The
Trusted Leader, and Your
Leadership Legacy
“Lowe’s latest book addresses the most
fundamental issue that professional firms will face
in taking their services to market over the coming
decade.”
Ford Harding, Author, Rain
Making: Attract New Clients No Matter What Your Field,
2nd edition
“This book will be an instant classic. Thanks
to Suzanne Lowe’s insights, we finally have
practical guidance on overcoming an essential challenge
for professional service firms: how to bridge the
divide between marketing and business development
functions.”
Michael W. McLaughlin, Author, Winning
the Professional Services Sale
“Suzanne Lowe addresses—with authority
and uncommon skill—the two thorniest problems
in law firm marketing—the disconnect between
marketing and practice development, and between marketers
and lawyers.”
Bruce W. Marcus, Author, The
Marcus Letter
“The Integration Imperative is a fabulous book!
Right on target. Every professional service firm leader
should read it cover to cover.”
Mike Schultz, President, Wellesley
Hills Group and Author, Professional
Services Marketing
“Suzanne Lowe’s new book is a perfect
follow-up to her first book, Marketplace Masters.
Now firms can know not just how vital marketing and
selling functions are, but how to make them work together
so that success will follow in good times as well
as bad. No one can ignore the concepts in this book,
nor find them anywhere else. Bravo!”
Ken Lizotte, Author, The
Expert’s Edge: Become the Go-To Authority That
People Turn to Every Time
“Great book! Lowe addresses the challenges
and dynamics that are unique to professional service
businesses. Should be required reading for all marketers,
business developers, and services practitioners looking
to grow their business.”
Erica Stritch, General Manager, RainToday.com
Education and Publishing
“Suzanne Lowe’s depth of knowledge and
thoughtful presentation, particularly the case studies,
provide hands-on, targeted, and relevant information
that helped me to gain some important and actionable
insights. This book should be mandated reading for
professional service firm marketers and would also
be meaningful for marketers in many other sectors.”
Barbara Gydé, Executive Director, Marketing
and Business Development, Columbia
Business School Executive Education
“Suzanne Lowe is so qualified to tackle this
age-old challenge. She has been studying the role
of the CMO in professional service organizations and
leading CMO roundtable discussions for nearly 10 years,
always with the goal of finding ways to do things
differently and to do things better. I was lucky to
be a member of one of her roundtables for several
years.”
Connie Bennett, Retired Senior Vice President
Enterprise Customer Management, The
McGraw-Hill Companies
Law
“Suzanne Lowe‘s book provides great insight
to the yin and yang of marketing and business development
at professional service firms; it is a must read for
marketers, business developers, and firm leadership
alike.”
Karen B. Hoy, Chief Marketing Officer, Richards,
Layton & Finger,
P.A.
“Once again Suzanne Lowe cuts the Gordian Knot
of business and marketing with practical solutions.
And she backs them up with lots of case studies to
prove that they can actually be done.”
Larry Bodine, Esq., Apollo
Business Development
“Marketing, sales, culture, and a firm’s
people are the foundation of success, but success
comes only when all four are in harmony. Suzanne Lowe
explains how to make it so.”
Patrick Lamb, Founding Member, Valorem
Law Group
Financial, Economic and
Accounting Services
“Finally, a book that gets to the heart of
the disconnect between marketers and sales professionals!
Suzanne Lowe’s thoughts will enable leaders
to improve significantly the effectiveness of their
go-to-market strategies and ultimately lead to happier
clients and greater business growth.”
Meredith Callanan, Vice President, Corporate
Marketing & Communications, T.
Rowe Price
“Lowe has done a great job of capturing the
core messages of why and how marketing and business
development functions within professional services
firms need to be more effectively integrated to drive
revenue and market share results.”
Russ Molinar, Director, Global Markets, Ernst
& Young LLP
“The Integration Imperative is structured for
maximum usefulness. Each section is self-contained,
and it is easy to pop in at any point and pick up
content of value. The case studies are especially
accessible and get at the thinking behind why these
marketers did what they did—what motivated them.”
Eileen Harrington, Vice President of Marketing,
Analysis Group
“It is wonderful to see Suzanne Lowe‘s
professional knowledge and insights put into book
format.”
Scott Adelson, Senior Managing Director, Houlihan
Lokey
“Marketing arms business development with the
right information so that firms can better focus their
people to clearly demonstrate the value, insights,
and results the firm can deliver. The integration
of marketing and business development is imperative
for a successful firm.”
Marc Busny, Managing Director and Chief Marketing
Officer, CBIZ Tofias
& Mayer Hoffman McCann P.C.— Tofias New
England Division
“I have worked with Suzanne Lowe over the years
in my role as a marketing director for mid-size CPA
firms. Her ability to integrate the sales and marketing
functions to ensure firms grow as a result of their
efforts at branding and marketing communications is
the ‘missing link’ we have all been waiting
for.”
Sally Glick, Principal, Chief Growth Strategist,
Sobel & Co.
“Suzanne Lowe has tremendous insights in framing
theory and implementation for The Integration Imperative.
Beyond her professional wisdom, she involved marketing
and practitioners in contributing their formulas for
success. Managers who read this book will recognize
their own bouts with ‘internalitis,’ develop
a superior course, and be ready to walk in the clients’
shoes.”
Isidora K. Lagos, Principal, Head of Brand
Marketing and Communications, William
Blair & Company
Technology
“Services are different. Consequently, the
rules for marketing and selling products don’t
apply. In this book, Suzanne Lowe provides an invaluable
guide for those chartered with business development
for professional services.”
Julie Schwartz, Senior Vice President, Thought
Leadership and Research, ITSMA
“Lowes’ latest book, The Integration
Imperative, is a must read for any executive in a
professional services firm that knows their marketing
and business development should be producing better
results. She provides practical recommendations and
real world examples that can have an immediate impact
on your business.”
David Munn, President & CEO, ITSMA
Real Estate
“Now is the time for marketing and sales disciplines
to realize that they are part of the same purpose:
to win, retain and grow customers. Suzanne Lowe’s
latest book shows a practical and progressive way
to integrate these interdependent business disciplines.
It’s a welcome antidote to silos and division
of labor.”
Charles Doyle, Chief Marketing Officer, Jones
Lang LaSalle
|
