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Author McMakin, Tom, author.

Title How clients buy : a practical guide to business development for consulting and professional services / Tom McMakin, Doug Fletcher.

Publication Info. Hoboken, New Jersey : John Wiley & Sons, Inc., [2018]


Location Call No. OPAC Message Status
 Axe Books 24x7 Business E-Book  Electronic Book    ---  Available
Description 1 online resource
text txt rdacontent
computer n rdamedia
online resource nc rdacarrier
Bibliography Includes bibliographical references and index.
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.
Note Online resource; title from digital title page (viewed on March 28, 2018).
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. -- Edited summary from book.
Subject Consultants -- Marketing.
Professions -- Marketing.
Customer relations.
REFERENCE -- Questions & Answers.
Consultants -- Marketing. (OCoLC)fst00876209
Customer relations. (OCoLC)fst00885533
Professions -- Marketing. (OCoLC)fst01078572
Genre/Form Electronic books.
Added Author Fletcher, Doug, author.
Other Form: Print version: McMakin, Tom. How clients buy. Hoboken, New Jersey : John Wiley & Sons, Inc., [2018] 9781119434702 (DLC) 2017057356
ISBN 9781119434726 (electronic book)
1119434726 (electronic book)
9781119434757 (electronic book)
1119434750 (electronic book)
9781119434702 (hardcover)

Available items only