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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.
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.'
Winning the Professional Services Sale
An innovative approach to winning more profitable sales in the growing professional services industry In recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way clients buy services. In response, Winning the Professional Services Sale argues for fundamental changes in the seller's mindset and sales strategies. Rather than pressing the sale, salespeople must help clients buy--the way that works best for each client. This new approach gives buyers what they now want in a services seller: a consultative problem solver, change agent, and solution integrator, all rolled into one. Author Michael McLaughlin presents a strategy for winning new business with a holistic approach to each client relationship. Only by fully understanding a sale from every angle, including its impact on the client's business and career, can salespeople thrive in the new era of the service economy.
How to Market Design Consultancy Services
The fast-paced nature of the design business means that you probably spend most of your time, energy and resources looking after your clients' needs, not your own. In our current, increasingly competitive marketplace where supply far outstrips demand, no design business will survive for long - let alone grow and develop - without a really effective marketing programme. It is no longer enough for you to provide a good product and simply hope for the best. Potential clients need to know exactly what you can do for them and what makes you different from your competitors. Existing clients need to know exactly why they should develop and continue their business with you. Quite simply, you need to convince design buyers that you are unequivocally the right consultancy for them, time and time again. This second, fully revised and updated, edition of Shan Preddy's popular book will help you to improve your marketing skills, no matter how large or small your design company, or which of the many disciplines you specialise in. Packed full of accessible, practical advice and information, this book is indispensable for all design consultancies.
Beginning BlackBerry 7 Development
Are you interested in creating BlackBerry apps using the latest BlackBerry 7 and BlackBerry Java Plug-in for Eclipse? Then this is the book for you. Beginning BlackBerry 7 Development offers a hands-on approach to learning how to build and deploy sophisticated BlackBerry apps using the latest tools and techniques available. Assuming only some programming background in Java or a similar language, this book starts with the basics, offering step-by-step tutorials that take you through downloading and installing the BlackBerry development environment, creating your first apps, and exploring the BlackBerry APIs. You'll be introduced to the latest features available in the latest BlackBerry 7 using BlackBerry Java Plug-in for Eclipse, including BlackBerry Application Platform Services, techniques for using multimedia with the BlackBerry, and tools for increasing app performance. To round out the complete development process, you'll also discover the different ways you can package and distribute your apps, from deploying apps on your own website to listing your apps for sale in the BlackBerry App World.
Getting to Scale
Jill Bamburg has taken a question critical to the future of our society and found compelling answers. She has brought them to life with rich, well-researched stories. The question is this: how can mission-driven companies grow to the size needed to make a significant difference without selling out their values? She finds nine critical issues tha...
The Life of an African Peace Corps Child
My autobiography recounts my life from 1980 as an African Peace Corps child until I became a US citizen in 2012. I lived a full life as a needy child from a poverty-stricken nuclear family of nine and believe I have something fascinating to share with the world. Despite my pennilessness, I made great strides in my endeavors and thrived. I call myself a Peace Corps child of Africa because American Peace Corps volunteers, with benevolent and philanthropic gestures, encouraged my growth into an authentic adult. Mr. Alan Lakomski whisked me away from my job as bartender and manager of a confidential decadent brothel at Club 185 Njinikom at age fourteen and sent me to secondary school. He returned to the United States when his term expired. Bill Strassberger replaced Dan Hunter and supported my education. Christine Swanson advised me to apply to the master-of-education program in human resource development at the University of Minnesota in 2003. I graduated in 2005 with an MEd and now work as an independent team-building and cultural-diversity consultant at All World Languages and Cultures, Inc., in Kansas City, Missouri.
