CRM resources

Rethinking CRM

Inbound Marketing: Attract, Engage and Delight Customers Online; Wiley; 2014. Absolute Must-Read for anyone wanting to stay in business for the rest of this century. Available as an e-book.  ♦♦♦♦♦

CRM Resources: Building Relationships of Trust

The Speed of Trust: The One Thing that Changes Everything; Stephen M. R. Covey with Rebecca R. Merrill; Simon & Schuster; 2006  ♦♦♦♦♦

The Trusted Advisor; David H. Maister; Charles H. Green & Robert M. Galford; Simon & Schuster; 2001. The “bible” on this topic. ♦♦♦♦♦ 

CRM Best Practice

Many of the references that I cite in Resources sections across this website contain very good information of CRM; the few I mention below are especially noteworthy:

Staying Small Successfully: A Guide for Architects, Engineers & Design Professionals; Frank A. Stasiowski AIA; Wiley Interscience; 1991. Stasiowski’s work cuts across all aspects of practice; I’ve included a reference here for his Chapter 3: Servicing the Client, for his straightforward approach and comprehensive checklists.  ♦♦♦

Designing Your Practice: A Principal’s Guide to Creating and Managing a Design Practice; Norman Kaderlan; McGraw-Hill; 1991. Kaderlan’s work is also an excellent general guide to practice, and his CRM thinking in Chapter 6: Client Relationships is well worth reading.  ♦♦♦

Marketing & Proposals

A/E Marketing Journal (monthly newsletter); published by PSMJ Resources, Inc. Excellent, up-to-the-minute thinking on the topic.  ♦♦♦♦

The Value Pricing Imperative; Frank Stasiowski; PSMJ Resources, Inc.; 2013  ♦♦♦♦♦

High-Impact Proposals; PSMJ Resources, Inc.; 2013.  ♦♦♦♦

Content Chemistry: An Illustrated Handbook for Content Marketing; Andy Crestodina; Orbit Media Studios; 2012. (Available from PSMJ Resources, Inc.)  ♦♦♦♦♦

How Firms Succeed: A Field Guide to Design Management; James P. Cramer & Scott Simpson; Ostberg; 2002. In particular, see section Marketing: Getting the Work.  ♦♦♦♦

Value Pricing for the Design Firm; Frank A.Stasiowski; Wiley; 1993  ♦♦♦♦


Presentation Zen: Simple Ideas on Presentation Design and Delivery; Garr Reynolds, New Riders (Peachpit); 2012  ♦♦♦♦♦

Resonate: Present Visual Stories that Transform Audiences; Nancy Duarte; Wiley; 2010   ♦♦♦♦♦

Slide:ology: The Art and Science of Creating Great Presentations; Nancy Duarte; O’Reilly; 2008  ♦♦♦♦♦