An easy-to-follow road map for building a high-profit practice.

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.

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