In-depth, informative, insightful interviews by Dr. Rhoberta Shaler with some of North America's most influential and impactful entrepreneurs, motivators, and innovators in a wide array of topics that affect your work and personal life.

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Mike Schultz, Principal, Wellesley Hills Group
Growing Service Businesses: Nine Common and Difficult Challenges

Managing, growing, and profiting with both product and service businesses are challenging tasks. But the challenges are different from products to services. In this interview we speak with service business guru Mike Schultz about some of the most common and difficult challenges of growing and managing consulting, professional, or technology service businesses; problems that don't necessary apply to product businesses.

• Clients can't see or touch services before they purchase them
• Services are often produced and consumed simultaneously
• Trust is necessary
• Competition is often not who you think
• Brand extends beyond marketing
• Proactive lead generation is difficult
• Service deliverers often do the selling
• Marketing and sales lose momentum
• Passion is necessary, yet elusive

As you make management decisions for your practice or service firm, consider the points outlined above and discussed in this interview. Your ability to generate revenue for your services, and retain loyal customers, depends on it.

Mike Schultz is a Principal with the Wellesley Hills Group, a management consulting and full-service marketing agency focused specifically on service businesses. If you need to craft your service business strategy, increase your leads, sell more are larger service sets, or increase client loyalty and satisfaction, contact Mike at 508-626-9991, email mschultz@whillsgroup.com, or visit www.whillsgroup.com.