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How Clients Buy
The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know...
Never Say Sell
Learn the secrets of how recurring revenue is driven at expert firms like BCG, KPMG, EY, and more Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships explains how to scale individual engagements into long-term business relationships. Cowritten by Tom McMakin, the coauthor of How Clients Buy and expert in account development, and colleague Jacob Parks, this book provides insights from key rainmakers at firms like Accenture, IBM, and more into how they drive growth from existing relationships. Never Say Sell is a business development guide for professional service providers like consultants, accountants, and lawyers, whether they are sole...
Bread and Butter
Bread and Butter is a book with three parts: First, it's the story of the birth of an extraordinarily successful kind of business called a "freedom franchise": Great Harvest Bread Co., which began as one bakery 25 years ago, is now a $60-million-a-year company with 140 stores in 40 states. Second, it's the story of one employee's success--the author, Tom McMakin, who was looking for a job and found a lifestyle. McMakin's immersion into Great Harvest is a model for modern entrepreneurship and an inspiration in this age of failed dot-coms and dissatisfied young employees. Third, McMakin uses GH's experience to provide advice for everyone from dreamers starting their own multi-million-dollar companies to small-business owners to someone who doesn't know what she wants to do. Things like: creating a "learning community" using email and an extranet; operating without loans, relying instead on profits for reinvesting in the company; GH's "40-hour" rule so no one works more than 40 hours a week; and more. Bread and Butter can help you discover how, instead of living your life in service to the business, you can create a business in service of your life.
Never Say Sell
Learn the secrets of how recurring revenue is driven at expert firms like BCG, KPMG, EY, and more Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships explains how to scale individual engagements into long-term business relationships. Cowritten by Tom McMakin, the coauthor of How Clients Buy and expert in account development, and colleague Jacob Parks, this book provides insights from key rainmakers at firms like Accenture, IBM, and more into how they drive growth from existing relationships. Never Say Sell is a business development guide for professional service providers like consultants, accountants, and lawyers, whether they are sole...
TrendSmart
Today's business world is confusing and uncertain. Things move so fast, it seems that every day there is a new technology, a new marketing strategy and a new way to attract customers. How do you make sense of it all? Is the hot new trend you're hearing about the wave of the future or just another passing fad? Louis Patler has the answers. As a leading trend-analysis and market-research guru for companies such as American Express, General Dynamics, Lloyds Bank and Dell Computers, Patler has spent the last twenty years studying emerging business trends and tracking their impact in the marketplace. Through this intense research and remarkable insights into the most successful and innovative com...
Getting to Scale
Ben & Jerry's. Stonyfield Farm. The Body Shop. Tom's of Maine. All leaders in the socially responsible business movement—and all eventually sold to mega-corporations. Do values-driven businesses have to choose between staying small, selling off, or selling out? Jill Bamburg says no. Based on intensive interviews with more than thirty growth-oriented, mission-driven entrepreneurs—including American Apparel, Give Something Back, Wild Planet Toys, Organic Valley Family of Farms, and Village Real Estate—her book explodes the myths of scale from both ends of the spectrum. She debunks both the limiting “small is beautiful” approach as well as the “you have to sell out to grow” mandat...
Looking Forward
Looking Forward is a short read with veins of gold, upbeat and written with humility. Most approaches to death planning are disease focused. Looking Forward applies to everyone in every situation. - Zail S. Berry, MD, PMH, Geriatrics and Palliative Medicine Physician, Burlington, Vermont You put into words what many of us struggle to know how to approach, and you do so in a way that is practical and comforting. I will share this with many people. - Marilee J. Aronson, Licensed Clinical Psychiatrist, Washington, DC I absolutely love the format and tone of Looking Forward. By leading with your curiosity and with the questions that you asked yourself, you offer a warm invitation for readers to ...
The Irresistible Consultant's Guide to Winning Clients
This deeply insightful guide to understanding what clients really want is “an indispensable resource for consultants” (Keith Ferrazzi, #1 New York Times-bestselling author of Never Eat Alone). Independent consulting is a potentially lucrative enterprise—but the reality seldom matches the dream. Most solo consultants and boutique consulting firms are perpetually within six months of bankruptcy due to the sputtering unreliability of their new business engines. The problem, according to international consulting expert David A. Fields, is twofold: 1) lack of a consistent, proven plan, and 2) fundamental misunderstanding about what clients want in a consultant. Fields, who has helped hundre...
Managing The Professional Service Firm
Professional service firms differ from other business enterprises in two distinct ways: first they provide highly customised services thus cannot apply many of the management principles developed for product-based industries. Second, professional services are highly personalised, involving the skills of individuals. Such firms must therefore compete not only for clients but also for talented professionals. Drawing on more than ten years of research and consulting to these unique and creative companies, David Maister explores issues ranging from marketing and business development to multinational strategies, human resources policies to profit improvement, strategic planning to effective leadership. While these issues can be complex, Maister simplifies them by recognising that 'every professional service firm in the world, regardless of size, specific profession, or country of operation, has the same mission statement: outstanding service to clients, satisfying careers for its people and financial success for its owners.'
