Market Leadership Strategies for Service Companies

by Arthur Middlebrooks and Craig Terrill

Provides information on how to differentiate, innovate, and market the intangible service experience in order to be profitable. This book warns against copying the strategies of product-oriented... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0844224413
• ISBN13: 9780844224411
• Release Date: October 1999
• Publisher: McGraw-Hill Companies
• Length: 268 Pages
• Weight: 1.20 lbs.
• Dimensions: 1.0" x 6.3" x 9.3"

Customer Reviews

Whoever heard of a New "Service" Development process?

Until now, it seems that most every book written on the topic of developing something new at a company has replaced the word "Product" with the word "Service" and carried on as if nothing changed. Well, it has.Products and services are two different business animals, and these authors FINALLY call a spade a spade and then deal with the consequences. While many of the approaches between new product development and new service development are deceptively similar, the authors point to some key differences that substantially affect results.They answer questions like: When do you solicit customer input? How can reengineering save money but kill a service your company offers? Why are company new service brainstorming sessions ineffective? The answers seem intuitive - but only after you've read it.It also gives you some talking points about why "Being better" can trap your company as an also-ran. I winced during and after taking their survey.The part of reading this book that wasn't fun was realizing the work I needed to do in my company. The fun part was knowing I now have a map to get there. I found the book readable and useful, and I've already made changes based on its recommendations.

The Best Services Leadership & Excellence Book I Have Read

I am the Managing Partner for a company that serves scores of clients every year, all seeking to improve their businesses.Having spent the last 13 years in the services sector and constantly searching for new ways to serve my clients better, I finally found the book that teaches you how to "be the best that you can be." Middlebrooks and Terrill provide scores of frameworks and examples from their vast experiences to lead the reader from point a to point b. Borrowing lessons learned from Fortune 10 companies to $20 million business to business specialty companies, I truly felt like I received a second MBA--for a lot less money.The best insights I received from their book was tied to how to help my clients fill that strategic anomaly called the revenue and profit growth gap. This book helped me better understand not only how to help my clients (as well as my company)fill this gap but also the variety of approaches I have at my disposal to help them achieve their longer term plans.From new product development to segmentation to branding and positioning to communications, this book is definitely an invaluable resource and a definitive how-to guidebook.I am a better business leader and my clients will be better served as a result of reading this landmark book.Thanks guys for providing me with an incredible roadmap for future success.

The Best Marketing Service Book I Have Ever Read

As the Managing Partner for a major consulting firm and having spent 13 years in the services sector, I can honestly say I have read hundreds of business books. This is by far one of the best I have ever read.Terrill and Middlebrooks provide scores of frameworks and client examples that provide a literal How-To roadmap for anyone serious about growing their company -- in an extremely profitable way.I found especially insightful the authors perspectives on how to fill the financial growth gap that most companies find to be the most challenging part of their longer term strategy. From new product development to segmentation to positioning and branding to communications, Terrill and Middlebrooks basically give you an MBA in a book.I have to admit I have borrowed their concepts fairly liberally since I read this book as it serves only to provide my clients (as well as my company) with the best possible solutions to their growth challenges.Thanks guys for taking the seminal thinking that already exists in the services sector several steps further.Bravo!

A No Non-Sense book on Services Marketing

Market Leadership Strategies for Service Companies is an interesting book for companies in the services sector. The book explains in detail the key strategies which every service company needs to implement if it wants to become a market leader. The book is universally applicable as the services sector is witnessing tremendous growth more so in countries like India.