| Description |
ix, 230 pages : illustrations ; 24 cm |
| Bibliography |
Includes bibliographical references and index. |
| Summary |
"Winning client business is necessary for us to succeed. And, yet, very few professionals truly understand how to do this well. We're not taught this at universities, nor receive substantive training by our firms. We're left to figure it out on our own -- some do, many don't. We are frequently on a wild quest trying a little of everything without really knowing what to do or having a master plan to guide us. The key to success lies in understanding how clients buy -- the topic of our first book, How Clients Buy. Rainmakers are those among us who understand this well and demonstrate six skills that help facilitate the client's buying decision journey: 1) One: Strategy: Choose Your Niche and Whom You Wish To Serve 2) Two: Credibility: Demonstrate Your Expertise 3) Three: Relationships: Build Your Network 4) Four: Solutions: Understand Client Needs and Creating Solutions 5) Five: Performance: Do Great Work 6) Six: Stewardship: Care for Clients We can learn these skills and become more successful in our own practices"-- Provided by publisher. |
| Subject |
Consulting firms.
|
|
Consultants.
|
|
Consulting firms -- Marketing.
|
|
Consultants -- Marketing.
|
| Added Title |
How to win client business when you do not know where to start |
|
How to win client business |
| ISBN |
9781119676904 (hardback) |
|
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