The Professional's Guide to Business Development

How to Win Business in the Professional Services
1. Auflage 2012
ISBN: 978-0-7494-6653-4
Verlag: Kogan Page

Buch, Englisch, 200 Seiten, Format (B × H): 156 mm x 234 mm, Gewicht: 313 g

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.

Autoren/Hrsg.

Newton, Stephen

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Unternehmenskommunikation
• Wirtschaftswissenschaften Betriebswirtschaft Management Unternehmensorganisation & Entwicklungsstrategien
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Kundenbeziehungsmanagement, Kundenpflege

Inhaltsverzeichnis

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

Über Autor(innen)

Newton, Stephen
Stephen Newton has worked as a business coach and consultant since 2001 through his own firm, DLO Associates. He enables clients to tailor and implement their firm's strategy and thus enhance bottom line results. His key focus areas include leadership development, operational management, and communication. Stephen has spoken at a number of conferences on topics including strategy implementation and the business case for corporate and social responsibility. He is in demand as a speaker on business development and practice growth.

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).