How to Acquire Clients: Powerful Techniques for the Successful Practitionerby Alan Weiss
Alan Weiss, expert consultant and author of the best-selling book Million Dollar Consulting has written this, the fourth book in The Ultimate Consultant Series, to help refresh, revitalize, and reawaken successful consultants (and those who want to be successful) to the need to continually seek more and better business. "Better" business also means a/i>/i>
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Alan Weiss, expert consultant and author of the best-selling book Million Dollar Consulting has written this, the fourth book in The Ultimate Consultant Series, to help refresh, revitalize, and reawaken successful consultants (and those who want to be successful) to the need to continually seek more and better business. "Better" business also means a higher-quality business that successful consultants accrue once they've paid the dues and taken the risks: higher fees for less labor-intensive work, passive income, alliances which drive your business, and selective and appealing instances and locales that combine personal goals with business improvement.
Topics in the book include
- Identifying opportunities
- Preparing for success
- Gaining market share
- Guaranteeing repeat business
- Selective acquisition
- And much more
- "Best Practices" shares highly successful techniques.
- "The One That Got Away" offers insights gained from failure.
- "The Twilight Zone" demonstrates the unlikely and unimaginable in client acquisition.
- "Who Could Make This Up," contributed by the author himself, provides some of the ironies and peculiarities of the wonderful but odd profession we're all a part of.
Read an Excerpt
What People are saying about this
"Concise, practical, real-world strategies to get the contract. Weiss reveals how to land the big business fast." Randy Gage, president, Gage Direct Marketing
"Alan Weiss has done it again! This book is a real eye opener for those of us who may have fallen into what he describes as 'the success trap.' Incredible insight into how to recharge your marketing and sales batteries!" George Morrisey, author Morrisey on Planning series
"How to Acquire Clients should be required reading for anyone who sells for a living. I read this book and was struck by how relevant Alan's advise is to what we need to doand keep doing." Jarvis Coffin, CEO, BURST! Multimedia, LLC
Meet the Author
Alan Weiss-author, international consultant, highly sought keynote speaker-is the founder and president of Summit Consulting Group. His clients have included Hewlett-Packard, State Street Corp., Fleet Bank, Coldwell Banker, Merrill Lynch, American Press Institute, Chase, Mercedes-Benz, GE, American Institute of Architects, and Arthur Andersen. He is the author of The Ultimate Consultant (Jossey-Bass/Pfeiffer, 2001) and Getting Started in Consulting (John Wiley & Sons, 2000). Weiss resides with his wife Maria in East Greenwich, Rhode Island.
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