SDRotary - Getting Involved

June 2, 2004

This week’s Bulletin was written by Tim Montague

This Week’s Meeting

The meeting started promptly at 7:30 AM. Alex Kwoka led us in the pledge and Mitra Mujica gave a heartfelt invocation about the power of positive thinking summed up by the statement: “As we think, so we become.” Jim Mulvaney led us in, “America The Beautiful.”

Announcements

Ø Frank played the radio spot saluting our servicemen and women fighting the war in Iraq and Afghanistan. The spot was paid for by Don Lang.

Maureen Eberle and the RYLA Students

Ø Maureen introduced a group of RYLA students who all shared enthusiastic words about their experience at the three day Leadership Retreat in Idyllwild.

Ø Maureen awarded Linda Jalving with a gift certificate for her contribution of the most auction items to the Annual Fundraiser (May 1, 2004).

Ø The last Board Meeting of Frank’s term will be June 14th at 5:30 PM. This will be a joint meeting with incoming and outgoing Boards as well as the Rotaract Boards – meeting will be held at Kansas City BBQ.

Ø Geoff Miller and Andrea Espinosa incoming President and Vice President of Rotaract were introduced and they welcome our continued fellowship and mutual support.

Ø District Council will be Tuesday June 22nd and our club will be receiving a Presidential Citation. Guest Speaker: Frank Devlyn, RI President 2000-01

Ø June 23rd meeting will be an offsite tour of Ray and Joan Kroc Corps Community Center – 6845 University Avenue (near 70th Street)

Ø June 29th will be the Demotion Party for outgoing President Frank – 6:00 p.m. – San Diego Yacht Club

Ø July 18th is the District 5340 annual gala and Rotary Centennial celebration. See the District Website (www.rotary5340.org). Everyone is invited on a first come first serve basis. Governor Arnold has been invited to be a guest speaker.

SPEAKER

Frank and Henry DeVries

UCSD Professor and Marketing Expert Henry DeVries spoke about Lead Generation for Professional Service Firms. His presentation was lively, informed, and full of useful tips. Henry emphasized the use of small scale seminars, use of informative literature (books, white papers) over traditional brochures and importance of web/email marketing.

THE TOP 14 LEAD GENERATION TACTICS FOR SERVICE FIRMS

By Henry DeVries

According to Harvard Business School professor David Maister, typical marketing practices are not only inapplicable for professional service firms but they may be dangerously wrong.

Often professional service firm principals tell me they are frustrated with the quality of their marketing materials, they are concerned with their firm’s low profile or they feel pressure because their efforts are not generating enough new client leads. Are any of these issues for you?

Many do not know there is a body of knowledge about what does and does not work in marketing professional services. A review of the works of Maister, Robert Bly, Alan Weiss and other experts reveals a recurring theme of what does and does not work in professional service firm marketing. My own 20 years of practical experience in marketing professional service firms supports these findings.

Here are the top 14 tactics that work, but in descending order of effectiveness
(I like to save the best for last):

Ø 14. Cold calling by a business development person (never a principal)

Ø 13. Video brochures that give how-to information

Ø 12. Printed brochures that give how-to information

Ø 11. Sponsorship of cultural/sports events that appeal to targeted clients

Ø 10. Advertising in targeted client industry publications

Ø 9. Direct mail

Ø 8. Publicity

Ø 7. Seminars (ballroom scale)

Ø 6. Newsletters

Ø 5. Networking

Ø 4. Community and civic involvement

Ø 3. How-to articles in client-oriented press

Ø 2. Speeches at client industry meetings

Ø 1. Small-scale seminars

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