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

ISBN-10: 0749466537
ISBN-13: 9780749466534
Edition: 2013
Authors: Stephen Newton
List price: $52.95 Buy it from $15.65
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Description: 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  More...

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Book details

List price: $52.95
Copyright year: 2013
Publisher: Kogan Page, Limited
Publication date: 1/15/2013
Binding: Paperback
Pages: 184
Size: 6.25" wide x 9.25" long x 0.50" tall
Weight: 0.660
Language: English

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 Developmentwill 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 InteractionsA companion website includes downloadable resources.

Acknowledgements
Introduction
Choosing your ground
New business versus business development
Where are you?
Assessing the data
In a perfect world …
The 'perfect' client firm
How does the client see you?
Locating your perfect clients
Cultural fit - why it matters
The sniper rifle approach
Technology: a side note
Being visible
Your brand: development and management
What is a brand?
The brand is you…
Building your brand statement
Hot buttons to brand promises
Your role and the value in resolving pain or delivering dreams
Linking brand promise and value delivery
Brand and culture: similar but not the same
Your USP
Bringing it all together
Conversation is the new PowerPoint�
Perceptions are critical and real (even if they may be incorrect)
Conversation versus presentation
Conversational tools
The new PowerPoint�
The wiring diagram of the client firm: seeing the influence connections
The primary buyer with the NABAC
The various buying roles
Mapping the client firm: a process
Questions to clarify roles
What drives the client?
Maximizing success in your meetings
Meetings in general
Avoiding problems with meetings
Writing great proposals
Managing your delivery and the client's expectations
Quality assurance (QA)
Delivery, client ownership and CRM
After-action reports and feedback loops
Milestones
Pulling the plug
Winning referrals and repeat business
Five referral errors - and how to avoid them
Internal versus external referrals
Repeat business
Planning and process
Strategic account leadership (SAL)
Building systems into your business
Business organization
Checklists
Time allocation
Client relationships and contacts
Corporate knowledge and documents
Why bother with systems?
Putting it all together: a one-month implementation plan
Action plan overview
Action plan to-do list and timings
Mapping things out
The right people
And finally…
Further reading
Resources
Index

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