The Professional's Guide to Business Development PDF Download
Are you looking for read ebook online? Search for your book and save it on your Kindle device, PC, phones or tablets. Download The Professional's Guide to Business Development PDF full book. Access full book title The Professional's Guide to Business Development by Stephen Newton. Download full books in PDF and EPUB format.
Author: Stephen Newton Publisher: Kogan Page Publishers ISBN: 0749466545 Category : Business & Economics Languages : en Pages : 200
Book Description
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.
Author: Stephen Newton Publisher: Kogan Page Publishers ISBN: 0749466545 Category : Business & Economics Languages : en Pages : 200
Book Description
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.
Author: William J. Flannery Publisher: American Bar Association ISBN: 9781590317365 Category : Business & Economics Languages : en Pages : 170
Book Description
This is a practical business development and sales skills handbook that helps lawyers obtain additional business for their firms. Author Bill Flannery, a recognized leader and true pioneer in legal business development, helps lawyers identify the skills needed to increase client loyalty, increase business from loyal clients, and become the client's trusted advisor. For beginners, the field guide provides practical advice on how to develop basic skills and build confidence. Intermediate-level business developers will benefit from self-assessment tools that provide clear insight into what they are doing well and what they need to do differently, with specific tools and resources that will help them improve. Advanced-level business developers will benefit from advice about sophisticated techniques not currently available elsewhere in published materials geared to the legal profession.
Author: Sherran S. Spurlock Publisher: Createspace Independent Publishing Platform ISBN: 9781484014387 Category : Business consultants Languages : en Pages : 0
Book Description
Business Development, A Practical Guide for the Small Professional Services Firm encapsulates over 25 years of hands-on business development and marketing experience. The author's goal is to help those in technical services professions grow their business. Most business owners start a business because of their technical expertise but few have the knowledge necessary to grow the company to the next level. Such uncertainty can become debilitating and stressful. The information in this book provides actionable, valuable insights into the business development process that can be applied immediately. The book is quick and easy to read and provides a concise, practical guide that outlines a defined step-by-step process for proven ways to procure new business opportunities. There is no attempt to overwhelm with theory and unnecessary sales hype. The reader will gain a new understanding of the business development process and will want to keep the book handy as a valuable reference resource. This book will be helpful for the owner, business development specialist, manager, staff professional, or an employee in a company that provides technical professional services. What you learn will take the trial and error out of your marketing efforts. Wisdom is learning from another's experiences.
Author: Tom McMakin Publisher: John Wiley & Sons ISBN: 111943470X Category : Business & Economics Languages : en Pages : 279
Book Description
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 about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.
Author: Jan Knikker Publisher: Routledge ISBN: 1000374254 Category : Architecture Languages : en Pages : 197
Book Description
You are a great designer, but no-one knows. Now what? This indispensable book, written by one of the most influential marketers in architecture, will demystify Public Relations and marketing for all architects, whether in large practices or practicing as sole practitioners. It bridges the distance between architects and marketing by giving practical tips, best practice and anecdotes from an author with 20 years’ experience in architecture marketing. It explains all aspects of PR and Business Development for architects: for example, how to write a good press release; how to make a fee proposal; how to prepare for a pitch. It gives examples of how others do it well, and the pitfalls to avoid. In addition, it discusses more general aspects which are linked to PR and BD, such as being a good employer, ethics for architects and the challenges when working abroad. Featuring vital insights from a wide variety of architects, from multinational practices to small offices, this book is an essential companion to any architectural office.
Author: Richard B. Peiser Publisher: ISBN: 9780874204322 Category : Languages : en Pages : 400
Book Description
This basic primer covers the nuts and bolts of developing all types of real estate, including multifamily, office, retail, and industrial projects. Thoroughly updated, this new edition includes numerous case studies of actual projects as well as small-scale examples that are ideal for anyone new to real estate development.
Author: Ian Cooper Publisher: Pearson UK ISBN: 027375954X Category : Business & Economics Languages : en Pages : 193
Book Description
With over 500 tips, tactics, techniques and thought provoking business questions, this is the authoritative guide to attracting more customers, profit, revenue and business success. Whether you are a budding entrepreneur, existing business owner, manager or director, this is the most comprehensive, pragmatic, common sense collection of business development techniques ever brought together into one book. It is structured so that you can easily find and dip into specific topics or view the whole book from a more overall strategic standpoint.
Author: Cameron M. Clark Publisher: Createspace Independent Publishing Platform ISBN: 9781545331996 Category : Languages : en Pages : 148
Book Description
Finally, a book that simplifies the process of selling for attorneys, accountants and other professionals who want to do more business with their clients and prospective clients. It's not that you're struggling to get the word out about your services. After all, there are a ton of books out there revealing the latest secrets on understanding analytics, SEO, social media and so much more. What about getting the commitment from the client? In other words, what about the 'human factor' in business development? Has that changed with technology? Cameron M. Clark answers these questions and more in 'Better Business Development Now: A Bare Bones Guide to Get More Clients!' Written with a back-to-basics approach in mind, Clark will show you the basic techniques and concepts he used to create highly successful and profitable relationships during his many years in business development. This is not another book on how to market with social media or how to hide behind a keyboard. Nor is this a book written by a professor or consultant with little practical experience. This is a book written by a true business development professional with many highly profitable years in professional services as an employee and also a business owner. Whether you are a seasoned professional looking to get back to square one or a new graduate looking for a primer on business development, this book will show and teach you the basic, practical strategies you need to meet clients face-to-face and get more commitments that result in greater profits for your professional services firm. In these pages, you will learn of the 8 essential traits for being successful at business development, how to deal with rejection, that it is not really about 'closing the deal,' the do's and don't's of sales and marketing and so much more! Loaded with great ideas and tips you won't find anywhere else on the market, 'Better Business Development Now' is a must have for the library of every attorney, accountant, HR/Payroll specialist and business development manager in business-to-business sales.
Author: Stephen Newton
Author: Stephen Newton
Author: Larry Newman
Author: William J. Flannery
Author: Sherran S. Spurlock
Author: Tom McMakin
Author: Jan Knikker
Author: Richard B. Peiser
Author: Ian Cooper
Author: David King Keller
Author: Cameron M. Clark