How to Acquire Clients: Powerful Techniques for the Successful Practitioner by Alan Weiss, Paperback | Barnes & Noble
How to Acquire Clients: Powerful Techniques for the Successful Practitioner

How to Acquire Clients: Powerful Techniques for the Successful Practitioner

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by 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

Overview

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
Each chapter includes four "success models," three of which are contributed by other, successful practitioners:
  • "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.

Editorial Reviews

From the Publisher
"This is the fourth book in Alan Weiss' Ultimate Consultant Series and probably the best in the lot." (APC, 5/02)
Booknews
Weiss writes for successful consultants because they often fall into the success trap in which they forget why it is that business keeps coming in, and mistake horizontal movement for improvement. Experienced consultants who have paid the dues and taken the risks, he says, should charge higher fees for less labor-intensive work, receive passive income, make alliances, and choose settings that fulfill personal as well as business goals. Annotation c. Book News, Inc., Portland, OR (booknews.com)

Product Details

ISBN-13:
9780787955144
Publisher:
Wiley
Publication date:
04/04/2002
Series:
Ultimate Consultant Series
Pages:
208
Product dimensions:
7.50(w) x 9.25(h) x 0.44(d)

What People are saying about this

From the Publisher
"Alan Weiss's wisdom wins contacts, clients, and contracts. Buy this book and use it every day." —Jeff Gitomer, author, The Sales Bible and Customer Satisfaction Is Worthless, Customer Loyalty is Priceless

"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 do—and 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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