The Professional's Guide to Business Development: How to Win Business in the Professional Services
When buying professional services, most clients will assume that you are competent in your field. They are therefore not hiring you primarily on the basis of your expertise, but on factors such as price and whether they want to do business with you. To minimize the issue of cost, you need to ensure that the benefits of working with you are clear to your customers. You need to move from transactional relationships towards partnership ones, and you need to identify the right prospects in the first place. The ability to ascertain, quickly and accurately, what drives your customer's decisions and to respond to their needs is critical in differentiating you from your competitors. If you can do these things well, you will win more business from both new and existing clients. This book gives you a repeatable and scalable methodology to achieve this.
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The Professional's Guide to Business Development: How to Win Business in the Professional Services
When buying professional services, most clients will assume that you are competent in your field. They are therefore not hiring you primarily on the basis of your expertise, but on factors such as price and whether they want to do business with you. To minimize the issue of cost, you need to ensure that the benefits of working with you are clear to your customers. You need to move from transactional relationships towards partnership ones, and you need to identify the right prospects in the first place. The ability to ascertain, quickly and accurately, what drives your customer's decisions and to respond to their needs is critical in differentiating you from your competitors. If you can do these things well, you will win more business from both new and existing clients. This book gives you a repeatable and scalable methodology to achieve this.
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The Professional's Guide to Business Development: How to Win Business in the Professional Services

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

by Stephen Newton
The Professional's Guide to Business Development: How to Win Business in the Professional Services

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

by Stephen Newton

Overview

When buying professional services, most clients will assume that you are competent in your field. They are therefore not hiring you primarily on the basis of your expertise, but on factors such as price and whether they want to do business with you. To minimize the issue of cost, you need to ensure that the benefits of working with you are clear to your customers. You need to move from transactional relationships towards partnership ones, and you need to identify the right prospects in the first place. The ability to ascertain, quickly and accurately, what drives your customer's decisions and to respond to their needs is critical in differentiating you from your competitors. If you can do these things well, you will win more business from both new and existing clients. This book gives you a repeatable and scalable methodology to achieve this.

Product Details

ISBN-13: 9780749466534
Publisher: Kogan Page, Ltd.
Publication date: 12/25/2012
Pages: 200
Product dimensions: 6.10(w) x 9.10(h) x 0.40(d)

About the Author

Stephen Newton works as a business coach and consultant through his business, DLO Associates. He enables clients to implement effective strategy and enhance bottom-line results. Stephen focuses on leadership development, operational management, and communication. Stephen began his career as an Army officer, following which he worked for over 20 years in the fund management industry, including posts as Sales Director for Mercury Fund Managers, Operations Director for Mercury Asset Management and Operations Director at Schroder Investment Management (UK).

Table of Contents

** Chapter - 00: Introduction; ** Chapter - 01: Choosing your ground; ** Chapter - 02: In a perfect world ...; ** Chapter - 03: Locating your perfect clients; ** Chapter - 04: Your brand: development and management; ** Chapter - 05: Conversation is the new PowerPoint®; ** Chapter - 06: The wiring diagram of the client firm: seeing the influence connections; ** Chapter - 07: Maximizing success in your meetings; ** Chapter - 08: Managing your delivery and the client’s expectations; ** Chapter - 09: Winning referrals and repeat business; ** Chapter - 10: Building systems into your business; ** Chapter - 11: Putting it all together: a one-month implementation plan
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