Resources   In this section, Jan will be occasionally posting papers, reviews and material related to the marketing of services in particular.   WHITE PAPERS   Networking skills to achieve results This paper outlines What is networking? What networking is not. What are the key ingredients of networking success? If you would like assistance in improving your networking skills, arrange to have some individual coaching with Jan. View this pdf document (9K)     Increase the value of existing clients This paper outlines Why is marketing to existing clients important? Reasons often given for not marketing to existing clients How to make the most of the potential of existing clients If you would like assistance in getting more value from existing clients, contact Jan now. View this pdf document (8K)     Image Management for professional services. This is a paper presented at a conference in Auckland on "Developing, Marketing and Managing the Professional Services Firm" in June 2003. During this presentation, Jan examined why you should: Develop an effective brand or image, which reflects the differentiation of your firm. Identify the opportunities to communicate this brand, along with essential information about your firm, through visual, verbal and written material and by behaviour. Develop an integrated and comprehensive strategy using all these elements and make sure any media campaign reflects this. Achieve commitment to the consistent implementation of this strategy over a substantial period of time. View this pdf document (22K)   REPORT REVIEW   The international competitiveness of New Zealand Service Providers by Vivenne Shaw & Vincent Hassan Departmentt of Marketing, University of Otago This report presents the findings of a study of the successful international marketing strategies of New Zealand service providers. A mail survey of 123 New Zealand services firms has identified a number of major differences which distinguish successful exporters from their less successful counterparts... Read the full abstract