Niblick The Profitable Consultant

Starting, Growing, and Selling Your Expertise
1. Auflage 2013
ISBN: 978-1-118-61638-3
Verlag: John Wiley & Sons
Format: PDF
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 288 Seiten, E-Book

Selling can be uncomfortable for professional businessconsultants and executive coaches. The two biggest problems aregenerating more qualified leads, and turning those leads intoactual paying clients. Taking traditional beliefs about how best to"sell" and turning them completely upside down, author Jay Niblickrewrites the sales playbook for the consulting and coachingindustry. His proven five-step sales process is specificallydesigned for independent business consultants and coaches, servingas a common set of rules to grow their practice, deliver more valueand generate more revenue. The Profitable Consultantdelivers a suite of ready-to-launch tools that will automatereaders' marketing efforts, so they can focus more timedelivering revenue-generating services -- to even more clients.

Autoren/Hrsg.

Niblick, Jay

Weitere Mitwirkende

Goldsmith, Marshall

Inhaltsverzeichnis

Foreword Marshall Goldsmith ix
Acknowledgments xi
Introduction 1
1 Is Consulting Even Right for Me? 5
2 Build a Foundation That Supports Heavy Profits 19
3 Poor Pricing Equals Poor Profits 57
4 How You Charge Is as Important as What You Charge 81
5 Not Just Any Ole Fishing Hole Will Do 97
6 Seek Only to Give--Marketing That Actually Works 111
7 Why Selling Sucks--The Profits from Your Practice 171
8 He Who Identifies the Cause of the Problem Gets to Fix It 1779The Golden Rule Is Just Plain Wrong 209
10 Be Bold and Mighty Forces Will Come to Your Aid 221
Conclusion: Don't Lose Sight of Your Success 231
Appendix A Putting It All to Work for You--A Review 235
Appendix B The EBM Guide: How to Get Started on an EBM Campaign243
Appendix C Press Release Template 247
Appendix D Launch Cheat Sheet 249
About the Author 257
Index 259

Über Autor(innen)

JAY NIBLICK is the founder/CEO of Innermetrix Inc., aboutique business consulting firm specializing in businessconsulting tools and solutions. Jay has worked with thousands ofindependent consultants from around the world and tens of thousandsof corporations. Innermetrix has over 750 active consultants in thefield working with organizations across twenty-three countries. Jayhas coached each of them on how to start and grow a profitableconsulting practice. He has consulted to organizations includingJohnson & Johnson, British Petroleum, Intel, Google, Coca-Cola,BAE Systems, The Anthony Robbins Companies, and others. For moreinformation, visit www.innermetrix.com