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How clients buy : a practical guide to business development for consulting and professional services

Author: Tom McMakin; Doug Fletcher
Publisher: Hoboken, New Jersey : John Wiley & Sons, Inc., [2018]
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. --
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Genre/Form: Electronic books
Additional Physical Format: Print version:
McMakin, Tom.
How clients buy.
Hoboken, New Jersey : John Wiley & Sons, Inc., [2018]
(DLC) 2017057356
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Tom McMakin; Doug Fletcher
ISBN: 9781119434726 1119434726 9781119434757 1119434750
OCLC Number: 1019854705
Description: 1 online resource
Contents: Intro; How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services; Contents; The Problem; Chapter 1: A Curious Problem; Rainmaking; The Promise of How Clients Buy; The Breakthrough; Our Method; Onward; Chapter 2: Finders, Minders, and Grinders; The Business Development Imperative; Consulting; I'm Not Even in That Universe; The Ladder; Up or Out; The Three-Legged Stool; The Commercial Imperative; The Rest of Us; Okay, I Need to Sell; How Do I Do That?; Obstacles; Chapter 3: Beyond Pixels. Selling a Service Is Different from Selling Things (and Harder, too)Selling Consulting and Professional Services Is Hard Because Our Clients Have to Trust Us Before They Buy from Us; The Three R's; How Services Are Different; Systemic Hurdles; Chapter 4: Obstacle #1: What They Didn't Teach You in B-School; If I Am Supposed to Be the Expert, Why Do I Feel So Stupid about Sales?; Universities; Why Business Schools Do Not Teach How to Sell Professional Services; Chapter 5: Obstacle #2: But I Don't Want to Sell; Moving Past Willy Loman; Why We Can Never Imagine Being Salespeople. The Birth of Management ConsultingWe Are the Product; Chapter 6: Obstacle #3: Things Aren't What They Once Were; It Is Harder Than Ever to Sell Expert Services; A Changing Landscape; The End of the Ban on Advertising; The World Is Flat; Firefly Ideas; More Players; Chapter 7: Obstacle #4: A Blizzard of Bad Advice; Everything You Know about Sales Is Wrong; Traditional Sales Training; The Science of Yield; The Myth of the Perfect Pitch; Better Personality; Why This Model Doesn't Work for Consulting and Professional Services; How Clients Buy; Chapter 8. The Secret to Selling; Never Say Sell. Never Say SellDesign Thinking Meets Business Development; Chapter 9: Element 1: I Am Aware of You; What Was the Name of Your Firm Again?; To a Land Where You Are Not Known; Introducing Yourself; The Awareness Trap; 200 People You Need to Know; Tactics-What Works; Chapter 10: Element 2: I Understand What You Do; You Do What?; Lessons from 55 BC; How Clients Remember You; Clients Have to Understand Who You Are; Shrink the Pond; The Bottom Line; Hone Your Elevator Pitch; Tactics-What Works; Chapter 11: Element 3: I Am Interested; These Are My Goals; Driving in the Right Direction. Making a Meaningful DifferenceTactics-What Works; Chapter 12: Element 4: I Respect Your Work; You Have the Right Stuff to Help Me; Track Record; Are You Legit?; Establishing Credibility; Can a Client Rely on You to Get the Job Done?; Tactics-What Works; Do You Have the Right Team?; How Much Experience Do You Have?; Do You Have Real Expertise?; Chapter 13: Element 5: I Trust You; You Have My Best Interests at Heart; Trust; Trust Is the Whole Ball of Wax; Tactics-What Works; Time; Friends of Friends; Working Shoulder-to-Shoulder; Doing the Right Thing; Screwing Up; Good Intentions; Face Time.
Responsibility: Tom McMakin, Doug Fletcher.

Abstract:

Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. --

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