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How to Win Client Business When You Don't Know Where to Start: A Rainmaking Guide for Consulting and Professional Services
How to Win Client Business When You Don't Know Where to Start: A Rainmaking Guide for Consulting and Professional Services serves as an invaluable and indispensable guide for everyone in the business of selling professional and consulting services. Author Doug Fletcher dives deeply into the five skills required to make it rain: ● Create Your Personal Brand Identity ● Demonstrate Your Professional Expertise ● Build Your Professional Ecosystem ● Develop Trust-Based Relationships ● Practice Everyday Success Habits How to Win Client Business When You Don't Know Where to Start provides a masterclass in teaching the practical techniques and concrete strategies that professional services providers were never taught in school or on the job. Pragmatic lessons take the place of the vaguely defined principles found in competing books to turn readers from sales novices into rainmakers. Written by the same celebrated author who brought readers the bestselling book How Clients Buy, How to Win Client Business When You Don't Know Where to Start is perfect for any professional services provider or consultant who seeks to dramatically increase their book of business.
Audio CD
Published December 7, 2021
6 people are currently reading
49 people want to read
About the author
Doug Fletcher
6 books2 followersDoug Fletcher is a leading expert on the topic of client development with 25 years of experience in management consulting. Doug helps professionals and organizations win more client business through a better understanding of the client’s buying decision journey. He is the co-author of How Clients Buy (John Wiley & Sons).
Doug splits his time between speaking, writing, coaching and teaching. In addition to his consulting practice, he teaches business strategy at Montana State University. He serves on the board of directors of The Beacon Group, a growth strategy consulting firm headquartered in Portland, Maine.
From 1999 to 2014, Doug was co-founder and CEO of North Star Consulting Group - a technology-enabled consulting firm specializing in global web-survey projects.
Earlier in his career, Doug was a management consultant with A.T. Kearney, and was trained at General Electric in its leadership development program. Doug earned an MBA from the Darden School of Business at the University of Virginia, and a B.S. in Electrical Engineering from Clemson University.
Doug lives in Montana and enjoys spending time in the outdoors with his friends and family
.
He may be reached at: doug@fletcherandcompany.net
www.fletcherandcompany.net
Doug splits his time between speaking, writing, coaching and teaching. In addition to his consulting practice, he teaches business strategy at Montana State University. He serves on the board of directors of The Beacon Group, a growth strategy consulting firm headquartered in Portland, Maine.
From 1999 to 2014, Doug was co-founder and CEO of North Star Consulting Group - a technology-enabled consulting firm specializing in global web-survey projects.
Earlier in his career, Doug was a management consultant with A.T. Kearney, and was trained at General Electric in its leadership development program. Doug earned an MBA from the Darden School of Business at the University of Virginia, and a B.S. in Electrical Engineering from Clemson University.
Doug lives in Montana and enjoys spending time in the outdoors with his friends and family
.
He may be reached at: doug@fletcherandcompany.net
www.fletcherandcompany.net
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Displaying 1 - 2 of 2 reviews
August 18, 2022
Honeslty, I enjoyed this book. I found the star of it to be a bit tedious, but it was still an excellent motivational business book. I liked the framework the author outlines for the way to drum up new business, from most efficient to least efficient. I truly enjoyed some of the snark in the book, and the author kept it real several times for what is a buzzword/jargony idea and why those ideas are a good way to model a specific behaviour.
The final section of the book is extremely valuable because it takes the main lessons from the book and turns them into the "blog post" most of these books could be written as. If you read enough of these books, you will eventually come across the criticism that it "could have been a blog post" if it didn't have all the fluff. Well, the author preempts that argument by dedicating the last section of the book in the style of one of those non-existent blogs.
A good read with a great ending. 3.75 stars
The final section of the book is extremely valuable because it takes the main lessons from the book and turns them into the "blog post" most of these books could be written as. If you read enough of these books, you will eventually come across the criticism that it "could have been a blog post" if it didn't have all the fluff. Well, the author preempts that argument by dedicating the last section of the book in the style of one of those non-existent blogs.
A good read with a great ending. 3.75 stars
August 1, 2023
Fletcher’s How to Win Client Business is a great, practical manual for those responsible for building a book in professional services. The ideas are based on studies and so, by definition, are not new. But the collection and straightforward guidance leave the reader walking away with a highly useful game plan to get to the next level. Not to mention confidence that the bounds of what might be expected are knowable and perhaps even achievable. I listened to the audiobook and found it inviting and inspiring.
Displaying 1 - 2 of 2 reviews