Message-ID: <053b01bf3f7a$eae68880$da445da6@gary> Date: Sun, 5 Dec 1999 16:46:12 -0700 From: "Dr. Gary Lundquist" <mailto:garyl@MARKET-ENGINEERING.COM> Subject: New book available To: mailto:DEVEL-L@LISTSERV.AMERICAN.EDU
"Simple, concise, and inspiring. A practical, no-nonsense guide to building a career, a business, or just getting the most out of life." Vijay Pinto, Action Instruments --------- Many of us suffer blind spots when it comes to marketing professional services, including marketing our own services as employees. I must admit that I've been there myself... watching others succeed, asking myself what they have that I don't.A project for British Petroleum produced a model for careers and businesses. Just four words that point the way.
>> Relationships >>
>> >>
Trust Opportunities << << << Performance <<So simple to draw, yet so very big on implications. To achieve career and business success, we need to "do the loop". We need marketing for opportunities, our technical discipline skills for performance, character management for trust, and sales-like skills for relationships.
We need them all. Forget any one, and the loop breaks down. Fail at any one, and the loop breaks down.
But do all four ("do the loop"), then: Relationships deliver opportunities. Opportunities deliver chances to perform. Good performance builds trust which strengthens relationships. The loop goes on and on and on. I call it "the basic opportunity system". ------- "It is rare to see an author use marketing to help people. Chapter 1 should be given to every new hire in every company." Yves Leys, Alcatel Telecom ------ HOW TO DEVELOP "THE MARKETING TOUCH" is about "doing the loop" to achieve success in professional careers and marketing professional services (technical services inside companies, among others).
For many of us, the loop isn't enough. Doing the loop generates a flow of opportunities, yet we might want to change the nature of the opportunities. We might want to "climb a spiral" toward ever better opportunities. One extra skill is required: Vision. -------- "Although Lundquist may have written this for technical professionals, I can honestly say that anyone in any field will benefit from his work." Bob Cortez, Total Quality Marketing. -------- In practice, The Marketing Touch is about careers: where we want to go and tools to get there, clustered around the five skills. The same tools that work for people work for teams and companies. The homework to be done is essentially the same. Please see the table of contents and list of homework below.
For your copy, send $12.00 plus $2.00 shipping in the US and Canada and $4.00 shipping elsewhere to Market Engineering International, Inc. 12006 N. Antelope Trail, Parker, CO 80138, USA
Thank you.
Dr. Gary Lundquist -- The Scientist-Marketer www.market-engineering.com
--------------------- TABLE OF CONTENTS THE MARKETING TOUCH
Marketing Touch Homework iv Figures and Tables v Preface vi 1. A Foundation for Your Success 1 The Basic Opportunity System, The Four Basic Skills, The Core of the Opportunity System 2. Stretching Up for Outrageous Success 12 The Opportunity Ladder, The Fifth Skill, Climbing the Spiral 3. Visioning a Powerful Future 19 Context, Choices, Change 4. Marketing for Opportunities 33 Marketing Basics, Generating Opportunities, Capturing Opportunities, Marketing Proactivity 5. Performance Beyond Expectations 51 Focus, Skills, Change Agents, Performance Proactivity 6. Achieving Trustworthiness 60 Aspects of Character, Trustworthiness, Character Proactivity 7. The Art of Relationships 70 Relationship as a Concept, The Relationship Mindset, Initiating Relationships, Sustaining Relationships 8. Outrageous Success 90 Loop Skills and Movement Skills, Outrageous Success
Marketing Touch Homework Visioning 1. Who are you? 24 2. What is your career mission? 25 3. What are your career goals? 27 4. What factors influence your career choices 30 5. What is your chosen career path? 31 Marketing 1. Who are your customers? 43 2. From whom can you learn? 43 3. What is your personal brand? 45-46 4. How will you capture your opportunities? 48 Performance 1. What do customers really want from you? 53 2. Performance Visioning 58 Trust 1. How would your customers evaluate your Character? 65 2. Character Visioning 68 3. What character traits will others expect? 69 Relationships 1. What is your relationship mindset? 81 2. How will you create contacts and turn them into relationships? 83 Balance 1. How will you manage your many opportunity systems to sustain a balanced life? 93