The Professional's Guide to Business Development: How to Win Business in Professional Services

The Professional's Guide to Business Development: How to Win Business in Professional Services

by Stephen Newton
     
 

View All Available Formats & Editions

When buying professional services, most clients will assume expert competence in the field. They are therefore not hiring a consultant, a lawyer, an insurance broker, an accountant or a financial adviser mainly on the basis of their expertise, but on factors such as price, and trust. To minimize the issue of price, professional firms need to ensure that the

See more details below

Overview

When buying professional services, most clients will assume expert competence in the field. They are therefore not hiring a consultant, a lawyer, an insurance broker, an accountant or a financial adviser mainly on the basis of their expertise, but on factors such as price, and trust. To minimize the issue of price, professional firms need to ensure that the benefits of working with them are clear. They must identify the right prospects in the first place, and move from transactional relationships toward partnership ones. 

In this book, consultant Stephen Newton offers a repeatable and scalable methodology to develop these partnerships between professional services providers and their clients. The Professional's Guide to Business Development will enable professional services firms to: 

-Increase their hit rate in winning new clients and retaining existing ones 
-Qualify customers so that they are able to work selectively 
-Understand what drives clients at a deep emotional level (where decisions are taken) 
-Articulate in language that resonates with the individual client the value that they deliver 
-Move their relationships towards business partnerships rather than transactional interactions 

A companion website includes downloadable resources.

Read More

Editorial Reviews

From the Publisher
"[A] guide that focuses on forging the business relationships that attract clients. From building a good foundation for the business, finding how to express the company's value, advertising how  you can solve a client's problem more effeciently and effectively. Also including technical advice on creating more solid presentation using the latest updates to Power Point among other critical business advice...a scholarly and vital addition to business reference and management collections, a core addition for community and college library collections." —Midwest Book Review, Library Bookwatch: The Business Shelf 

"[A]n excellent articulation of what really causes clients to buy professional services…this book contains some key insights which make it extremely useful for lawyers and other professionals." —John Gibbs, Notary Public

Small Biz Trends - Pierre DeBois

"[A] great guide to align marketing, sales and operations. If you run or work in a professional services firm, you will want to read this book."

Product Details

ISBN-13:
9780749466534
Publisher:
Kogan Page, Ltd.
Publication date:
12/28/2012
Pages:
184
Product dimensions:
6.10(w) x 9.10(h) x 0.40(d)

Related Subjects

Customer Reviews

Average Review:

Write a Review

and post it to your social network

     

Most Helpful Customer Reviews

See all customer reviews >