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Creating New Clients: Marketing and Selling Professional Services
Professional people often have few selling skills and feel they should be "above" selling. In today's climate, however, it is crucial for firms to seek new business if they are to survive. This book teaches managers how to get the best results when dealing with potential new clients. The authors have taught senior employees from companies like KPMG, Arthur Anderson, and Deloitte and Touche -- and are widely regarded as being the best in the business.
196 pages, Paperback
First published January 1, 1998
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November 20, 2018
An expanded and updated version of the material in the book Growing Your Client Base by the same authors.
My review of that described it as: Highly practical and effective advice aimed very specifically at the professional services consultant (and hence so much more useful than generic business books).
Relatively I didn't find this one quite so immediately useful - in part as much of the material was common, in part because it is a longer book and perhaps contains a little too much in certain areas. Although I suspect this will prove more useful as a reference book to revisit over time.
But both are recommended.
My review of that described it as: Highly practical and effective advice aimed very specifically at the professional services consultant (and hence so much more useful than generic business books).
Relatively I didn't find this one quite so immediately useful - in part as much of the material was common, in part because it is a longer book and perhaps contains a little too much in certain areas. Although I suspect this will prove more useful as a reference book to revisit over time.
But both are recommended.
Displaying 1 - 1 of 1 review