Marketing Your Consulting and Professional Services / Edition 3

Hardcover (Print)
Buy New
Buy New from BN.com
$40.49
Used and New from Other Sellers
Used and New from Other Sellers
from $1.99
Usually ships in 1-2 business days
(Save 96%)
Other sellers (Hardcover)
  • All (22) from $1.99   
  • New (2) from $34.64   
  • Used (20) from $1.99   

Overview

While finding and keeping a core group of clients remains the bread and butter of any consultant's business, doing so is far from simple in a field that's becoming increasingly crowded and competitive. Today, as the result of drastic shifts in the landscape—information technology, virtual organizations, telecommuting—targeting and attracting clients is a greater challenge than ever. To help you meet that challenge head on, Marketing Your Consulting and Professional Services, the bible for consultants and professionals worldwide, has been thoroughly revised and expanded. This brand new Third Edition gives you the tools and the know-how to survive and thrive in today's tough market.

Beginning with a comprehensive overview, this updated resource keeps you abreast of current trends and issues. In addition, you'll find complete coverage of Dick Connor's innovative—and highly effective—Client-Centered MarketingTM (CCM) approach, a practical "deliverables-driven" system for penetrating specific markets. This easy-to-follow, six-part process helps you achieve a myriad of essential marketing objectives: from expanding services for current clients and capitalizing on the potential within your business to generating profitable growth and managing your image with clients and targets.

With a wealth of new information that focuses on finding and qualifying new clients—what every consultant worries about most—this new edition of Marketing Your Consulting and Professional Services, Third Edition provides essential information on:

  • Analyzing your current business or practice—evaluating clients, assessing existing prospects, preparing a strategic profile
  • Becoming "client smart"—determining how the niche industry is organized, identifying requirements for success, determining its needs
  • Building market awareness—maintaining positive name recognition, establishing your firm's intended image
  • Prospecting—acquiring new, high-potential clients, preparing a winning proposal, selling the value-adding solution
  • Ensuring client satisfaction—handling service and relationship breakdowns with a practical recovery action sequence

Complete with helpful worksheets and checklists, as well as precise definitions of terminology and an annotated bibliography, Marketing Your Consulting and Professional Services, Third Edition is a must for today's fiercely competitive, highly demanding marketplace.

Praise for the previous edition of Marketing Your Consulting and Professional Services

"Loaded with examples, useful forms, and informative exhibits, Marketing Your Consulting and Professional Services is an extraordinary how-to manual that provides vital step-by-step instruction and advice on how to maximize profitability and success. . . . Marketing is a how-to you shouldn't do without." — Managers Magazine

"This is definitely a 'MUST READ' book for entrepreneurs and business professionals of all types. The attention to detail provides practical insights on the critical keys to marketing success." — Dr. Peter Johnson, Corporate Marketing Strategist

"As today's business environment becomes increasingly competitive, consulting professionals look for fresh approaches and innovative ideas to 'cut through the clutter' and increase their share of business. Marketing Your Consulting and Professional Services provides highly useful information for every professional consultant. It's an essential purchase." — Jonathan D. Blum, Managing Director — Ogilvy & Mather Public Relations, Singapore

"Marketing Your Consulting and Professional Services is excellent. It contains down-to-earth, indispensable tips for marketing consulting services. Vital reading for both beginners and seasoned consultants—worldwide. I wish I had had this daily guide during my rough start." — Dr. Oskar Pack, Management Consultant and Sales Trainer — Euskirchen, Germany

Proven effective in fields as varied as engineering, law, and medicine, this book offers an original and readily implemented strategy for achieving marketing goals.

Read More Show Less

Product Details

  • ISBN-13: 9780471133926
  • Publisher: Wiley
  • Publication date: 9/22/1997
  • Edition description: REV
  • Edition number: 3
  • Pages: 288
  • Product dimensions: 9.00 (w) x 6.00 (h) x 0.81 (d)

Meet the Author

DICK CONNOR, CMC, is a consultant specializing in accounting and general business and a former associate professor of management at Northwestern Graduate School of Management. He is the author of Increasing Revenue from Your Clients and coauthor with Jeff Davidson of Getting New Clients, both published by Wiley.

JEFF DAVIDSON, CMC, is a full-time professional speaker and the author of 25 books, including Marketing on a Shoestring: Low-Cost Tips for Marketing Your Products or Services (Wiley).

Read More Show Less

Table of Contents

Partial table of contents:

FOUNDATIONAL MATERIAL.

The Client-Centered Marketing Process.

The Client-Centered Marketing Process Model.

MARKETING FACTORS ANALYSIS.

Evaluating Your Current Clients.

Managing Your Current Leverage Relationships.

Building Your Firm's Strategic Profile.

TARGETS.

Managing Your Targets of Attention.

Selecting an Industry for Special Attention.

AN INSIDER'S UNDERSTANDING.

Developing an Insider's Understanding of the Industry.

SERVING THE NICHE.

Building Marketing into the Fabric of the Firm.

Preparing Value-Adding Solutions.

DEVELOPING AND CODIFYING YOUR MARKETING PROCESSES.

Positioning Your Business.

Writing That Works.

Selling the Value-Adding Solution.

MANAGING THE CLIENT-CENTERED MARKETING PROCESS.

Wrapping It All Up.

Bibliography.

Glossary.

Appendices.

Index.

About the Authors.

Read More Show Less

Customer Reviews

Average Rating 4
( 2 )
Rating Distribution

5 Star

(1)

4 Star

(0)

3 Star

(1)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously
Sort by: Showing all of 2 Customer Reviews
  • Anonymous

    Posted May 1, 2013

    When you first start out, you really have to advocate for yourse

    When you first start out, you really have to advocate for yourself to get off the ground. Jeff goes over some good ways to get your foot in the door in multiple professional settings

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted July 7, 2010

    No text was provided for this review.

Sort by: Showing all of 2 Customer Reviews

If you find inappropriate content, please report it to Barnes & Noble
Why is this product inappropriate?
Comments (optional)