Table of Contents
Acknowledgments & Attributions vii
Foreword xi
Introduction xiii
Step 1 Think Right-Side Up (Prepare Yourself to Succeed)
Chapter 1 Right-Side Up Thinking 3
Chapter 2 Building Confidence 11
Step 2 Maximize Impact (Find Your Killer Offering)
Chapter 3 Fish Where the Fish Are 23
Chapter 4 The Right People 33
Chapter 5 The Right Problem 39
Chapter 6 The Right Solution 49
Chapter 7 The Fishing Line 57
Step 3 Build Visibility (Become Known by Your Prospects)
Chapter 8 Building Visibility 67
Chapter 9 Writing 73
Chapter 10 Speaking 81
Chapter 11 Trade Associations 91
Chapter 12 Digital Presence 95
Step 4 Connect, Connect, Connect (Create Relationships and Opportunities)
Chapter 13 Creating Relationships 107
Chapter 14 Nurturing Relationships 119
Chapter 15 The Nitty-Gritty of Outreach 133
Chapter 16 Leveraging Relationships 143
Step 5 Become the Obvious Choice (Emerge as an Irresistible Solution)
Chapter 17 How Clients Choose 153
Chapter 18 Discovering Context-Part 1 167
Chapter 19 Discovering Context-Part 2 181
Step 6 Propose, Negotiate & Close (Enjoy the Payoff)
Chapter 20 Setting Up the Close 195
Chapter 21 Creating a Perfect Proposal 203
Chapter 22 Pricing and Fee Structures 213
Chapter 23 Five Ways to Negotiate Like a Pro 225
Chapter 24 Living the Dream 237
Index 243
About the Author 249
