The Professional's Guide to Business Development

How to Win Business in the Professional Services

Business & Finance, Marketing & Sales, Customer Service, Business Reference, Business Communication
Cover of the book The Professional's Guide to Business Development by Stephen Newton, Kogan Page
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Author: Stephen Newton ISBN: 9780749466541
Publisher: Kogan Page Publication: December 3, 2012
Imprint: Kogan Page Language: English
Author: Stephen Newton
ISBN: 9780749466541
Publisher: Kogan Page
Publication: December 3, 2012
Imprint: Kogan Page
Language: English

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.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

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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