The Irresistible Consultant s Guide to Winning Clients

The Irresistible Consultant s Guide to Winning Clients Author David A. Fields
ISBN-10 9781683501657
Release 2017-03-21
Pages 272
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Though it's a potentially lucrative enterprise, the reality of independent consulting 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 hundreds of consultants and boutique firms worldwide build lucrative, sustainable practices, replaces the typical consultant's mindset of emphasizing expertise and differentiated processes with a focus on building relationships, engendering trust, and solving clients’ existing problems. In The Irresistible Consultant’s Guide to Winning Clients: Six Steps to Unlimited Clients and Financial Freedom, Fields synthesizes his decades of experience into a step-by-step approach to winning more projects from more clients at higher fees. From nuts-and-bolts business advice and tactics to a deeply insightful breakdown of the human side of a very human profession, Fields delivers a comprehensive guidebook that is at once highly approachable and satisfyingly detailed.



Winning the Professional Services Sale

Winning the Professional Services Sale Author Michael W. McLaughlin
ISBN-10 0470522011
Release 2009-08-06
Pages 240
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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.



The Executive s Guide to Consultants How to Find Hire and Get Great Results from Outside Experts

The Executive   s Guide to Consultants  How to Find  Hire and Get Great Results from Outside Experts Author David Fields
ISBN-10 9780071801935
Release 2012-11-23
Pages 256
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Maximize Your Return on Expertise Research shows a high proportion of consultants fail to deliver results on time, on budget, and on target. Rare is the project that exceeds your expectations. But help is here. The Executive's Guide to Consultants explains how to ensure that every project delivers measurable benefits every time. This book will help you find experts, invest wisely, accelerate change, and achieve your most important goals by tapping into the genius of others. The Executive's Guide to Consultants contains breakthrough ideas covered by no other book, including: Sophisticated new contract structures that maximize your ROI Essential methods for reducing project risk Cutting-edge techniques for making change stick after the consultant leaves You will also learn to: Spot "chameleons" and other low-quality consultants who peddle tired ideas and deliver disappointing outcomes Get better results faster, while lowering fees Find the ideal consultant, coach, agency, or advisor for your precise situation Enforce accountability with outside experts and your own internal team Imagine if you could collect the wisdom of dozens of the country's top CEOs, combine it with the experience of a hall-of-fame consultant, and add a bucketful of unconventional thinking. You'd have The Executive's Guide to Consultants. Easy to read and packed with examples, checklists, templates, and guidelines, this book is the ultimate toolkit for maximizing your ROI from outside experts. Get extraordinary results from every consultant you hire "An extraordinary book. Clear, comprehensive, and eminently readable, it is THE book on how you can extract true business value from outside experts." -- Scott Cotherman, Chairman, TBWA\WorldHealth, subsidiary of Omnicom Group, Inc. "This is the Master Class for those who are smart, innovative, ahead of the pack, and who intend to stay that way. If you're not yet in that league, you should read this book twice." -- Alan Weiss, author, Million Dollar Consulting and The Consulting Bible "A terrific guidebook, with much of the advice equally applicable in managing your organization's internal talent. It's an easy, engaging read with a wealth of insights and detailed action steps--I highly recommend it." -- Brian Walker, President and CEO, Herman Miller, Inc. "A powerful antidote to the strained relationship between consultants and clients." -- Garry Ridge, CEO, WD-40 Company "This book shows you how to make your consultants' work stick. No more major investments in experts or programs that evaporate after only a few months or years." -- De Lyle Bloomquist, President, Tata Global Chemicals "Fields's messages are delivered in the way that all executives would like our outside resources to do it: capably, with straight talk and incredible insight." -- Ralph Scozzafava, Chairman and CEO, Furniture Brands



An Insider s Guide to Building a Successful Consulting Practice

An Insider s Guide to Building a Successful Consulting Practice Author Bruce L. KATCHER Ph.D.
ISBN-10 9780814414378
Release 2010-03-15
Pages 272
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Whether you’re a beginner just starting up a consulting practice, or a veteran looking for ways to invigorate your existing business, An Insider’s Guide to Building a Successful Consulting Practice is an invaluable resource. Featuring real stories from consultants in diverse industries, the book offers simple yet powerful ways to: Identify a market and narrow your focus • Make a smooth transition from employee to independent consultant • Sell effectively even if you’ve never sold before • Establish visibility through speaking, writing, and networking • Build credibility by leveraging the credibility of others • Set prices based on value • Develop a marketing strategy and divide your time between marketing and delivering your services • Keep plenty of work in your pipeline • Adapt and thrive in any market condition • And much more Complete with the results of an original survey of 200 successful independent consultants, this handy guide provides the kind of real-life advice you need to build a thriving business.



Lifestorming

Lifestorming Author Alan Weiss
ISBN-10 9781119366287
Release 2017-04-11
Pages 208
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Revamp your life to grow, evolve, and become who you want to be Lifestorming is the indispensably practical handbook for becoming the person you want to be. Redesign your life, friends, behaviors, and beliefs to move closer to your goals every single day, guided by expert insight and deep introspection. Written by a veteran author team behind almost 100 books on human behavior, this guide helps you learn why you do things the way you do them, and how to do them better. The Lifestorming Test allows you to assess your current state in concrete terms, and assess your ability to change and adapt — from there, it's about identifying people, actions, habits, and beliefs that either support your personal and professional growth or hold you back. You'll learn the six building blocks of character, challenge your belief system, develop a leadership mindset, and overcome the fear and guilt of success. You'll map out an action plan, and learn how to continually move forward at work, at home, and in everyday life. We often don't realize how much of our natural default is established by others. Whose goals are you working toward? Are you measuring your progress with the correct yardstick? This book shows you how to take a step back and compare your life today with the future you want — and build a plan for changing track toward constant evolution and growth. Assess your current state and your capacity for change Develop the right goals and the right metrics to create the future you want Learn how character evolves, and why it's essential to growth Change your habits and behaviors to consistently grow and evolve We all carry around old baggage, obsolete "friendships", and counterproductive beliefs — and every day, they pull us a little further away from what we really want. Lifestorming is your real-world guide to shedding the stagnation, and allowing yourself to grow into the person you want to become.



Never Chase Clients Again

Never Chase Clients Again Author Michael Moshiri
ISBN-10 9780996394406
Release 2015-01-18
Pages
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What is the fastest, most effective way to get highly qualified clients to grow your consulting firm? If you’re like most firm leaders, you’d say networking, social media campaigns, or content marketing — and you’d be wrong! Despite their popularity, these methods are wasteful, unpredictable, and rarely cost-effective. The world’s most successful consulting firms do not chase clients; they use “Catalysts” to attract them. In “Never Chase Clients Again”, consulting expert Michael Moshiri reveals what Catalysts are, and how the world’s biggest professional service firms — Deloitte, EY, and PwC — use them to find, attract, and win highly qualified clients. Moshiri explains how the most successful practice leaders in these firms motivate clients to want to buy services from them, instead of their competitors, by demonstrating the “Three Core Qualifications” of character, commitment, and competence — before their very first encounter. He then introduces you to the “Client Catalyst System”, a set of step-by-step instructions and practical principles that help you to leverage the power of Catalysts to find new clients, win more business, and grow your consulting firm — quickly, predictably, and efficiently. If you are a firm leader looking for ways to grow your client base, a seasoned consultant looking for a predictable and reliable source of consulting leads and prospective clients, or a consulting executive with business development responsibilities, then this book will show you the most effective strategies the world’s biggest firms use to achieve those goals. In addition, you can quickly implement the principles and the system outlined in this book by leveraging the free downloadable worksheets, templates, and checklists that are available to you on the book's website. “Never Chase Clients Again” is destined to take its place alongside “Managing The Professional Service Firm” and “The Trusted Advisor” as a business classic for consulting firm leaders, seasoned consultants, and business development professionals alike.



The Everything Start Your Own Consulting Business Book

The Everything Start Your Own Consulting Business Book Author Dan Ramsey
ISBN-10 9781605509914
Release 2009-10-18
Pages 304
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Consultants work in all fields. They operate from offices and from home, work for investment firms and as personal trainers, or have expertise as accountants and wedding planners. The independence, flexibility, and potential income it brings make for an exciting and satisfying career. And it’s an increasingly popular one for highly skilled, motivated professionals who’ve been laid off in this unstable economy. This guide features tips and tricks to help beat the competition, including how to: Set—and keep—personal and financial goals Organize important paperwork Price and market specific services Create advertising and publicity plans Grow a business, from finding a partner to managing employees Minimize and eliminate business risks Consultants are paid well for their advice—if they know how to operate a successful business. With advice from experts in a variety of areas, this valuable guide helps you create the business of your dreams!



The Consultant s Guide to Results Driven Business Proposals How to Write Proposals That Forecast Impact and ROI

The Consultant s Guide to Results Driven Business Proposals  How to Write Proposals That Forecast Impact and ROI Author Jack Phillips
ISBN-10 0071638806
Release 2009-12-15
Pages 336
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Guarantee value and profit with every proposal you write! Business proposals cross the desks of decision makers all the time, but rarely do they credibly promise high impact and impressive ROI. When they do, though, the people that matter pay attention. The Consultant’s Guide to Results-Driven Business Proposals presents a systematic, structured method for gaining the attention of clients, earning their respect, and, ultimately, winning any project. ROI experts Jack and Patti Phillips take the proposal process to a new level by providing the means to prove forecasted value using systematic, routine processes. You’ll learn new techniques for predicting ROI and clearly illustrating the financial value a proposed project will deliver—which always makes a powerful impression on anyone who reads it. The authors also address the key issue of providing what every stakeholder wants in a project—success guarantees. The Consultant’s Guide to Results-Driven Business Proposals explains how to: Write proposals that are effective, efficient, timely, and on target Set objectives for proposals at a variety of levels Deliver your proposal to the most influential people Develop a success guarantee to drive total customer satisfaction The Consultant’s Guide to Results-Driven Business Proposals is the difference between proposals that simply cross a desk and those that turn the heads of decision makers. This is the tool you need for transforming the process of business-proposal writing from a torturous task with a side of anxiety to an opportunity for approval and a chance to showcase your expertise.



Let s Get Real Or Let s Not Play

Let s Get Real Or Let s Not Play Author Mahan Khalsa
ISBN-10 1591842263
Release 2008
Pages 263
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Makes recommendations for transforming a sales culture in accordance with emotional intelligence, challenging fear-based sales tactics while citing the benefits of helping one's clients to achieve satisfaction through actual successes. 20,000 first printing.



Value Based Fees

Value Based Fees Author Alan Weiss
ISBN-10 9780470437674
Release 2008-11-03
Pages 288
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In this thoroughly revised edition of his classic book, Alan Weiss shows how consulting fees are dependent on only two things: value provided in the perception of the buyer and the intent of the buyer and the consultant to act ethically. Many consultants, however, fail to understand that perceived value is the basis of the fee, or that they must translate the importance of their advice into long-term gains for the client in the client's perception. Still others fail to have the courage and the belief system that support the high value delivered to clients, thereby reducing fees to a level commensurate with the consultant's own low self-esteem. Ultimately, says Weiss, consultants, not clients, are the main cause of low consulting fees.



Ninja Selling

Ninja Selling Author Larry Kendall
ISBN-10 9781626342859
Release 2017-01-03
Pages 344
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Stop Selling! Start Solving! In Ninja Selling, author Larry Kendall transforms the way readers think about selling. He points out the problems with traditional selling methods and instead offers a science-based selling system that gives predictable results regardless of personality type. Ninja Selling teaches readers how to shift their approach from chasing clients to attracting clients. Readers will learn how to stop selling and start solving by asking the right questions and listening to their clients. ​Ninja Selling is an invaluable step-by-step guide that shows readers how to be more effective in their sales careers and increase their income-per-hour, so that they can lead full lives. Ninja Selling is both a sales platform and a path to personal mastery and life purpose. Followers of the Ninja Selling system say it not only improved their business and their client relationships; it also improved the quality of their lives.



Just Sign Here

Just Sign Here Author Rob Cuesta
ISBN-10 1988179041
Release 2016-03-03
Pages 288
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Selling professional services is not like selling products. Products can be seen. They can be felt. They are tangible. You can give them to a potential buyer and let them get used to owning them. Heck, they can be owned! Professional services just aren't like that. You can't give someone a bag of advice. You can't let someone take your expertise for a spin round the block. And there are rarely economies of scale if someone wants to do ten consulting projects instead of one. Whether you are a consultant, a coach, an accountant, a lawyer or any other service professional, you know how hard it can be to sell the intangible and the invisible. Five-time international best-selling author Rob Cuesta draws on 26 years' experience as a trusted professional adviser working with some of the world's largest organisations and some of the smallest, to unlock the secrets of closing complex advisory deals without coming across as salesy, slimy or slippery. Get tried and tested tools you can put into action today, and watch your revenue grow.



The Ultimate Sales Machine

The Ultimate Sales Machine Author Chet Holmes
ISBN-10 1101218339
Release 2007-06-21
Pages 272
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Chet Holmes has been called "one of the top 20 change experts in the country." He helps his clients blow away both the competition and their own expectations. And his advice starts with one simple concept: focus! Instead of trying to master four thousand strategies to improve your business, zero in on the few essential skill areas that make the big difference. Too many managers jump at every new trend, but don't stick with any of them. Instead, says Holmes, focus on twelve critical areas of improvement—one at a time—and practice them over and over with pigheaded discipline. The Ultimate Sales Machine shows you how to tune up and soup up virtually every part of your business by spending just an hour per week on each impact area you want to improve. Like a tennis player who hits nothing but backhands for a few hours a week to perfect his game, you can systematically improve each key area. Holmes offers proven strategies for: Management: Teach your people how to work smarter, not harder Marketing: Get more bang from your Web site, advertising, trade shows, and public relations Sales: Perfect every sales interaction by working on sales, not just in sales The Ultimate Sales Machine will put you and your company on a path to success and help you stay there!



The Seven Principles of Professional Services

The Seven Principles of Professional Services Author Thomas McGrath
ISBN-10 0986210714
Release 2014-12-01
Pages
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This book details the prerequisite knowledge every consultant must master when delivering complex professional services. Coupled with the author's and his industry colleagues' real life examples of success and failure, these principles provide every consultant with actionable guidance to improve their service quality. Professional services consultants are walking a dangerous high wire between the success of their customers and the ongoing success of their firm. To maintain balance and walk this tightrope successfully, a consultant needs a strong set of principles that can be relied upon in the heat of a customer engagement. Through detailed analysis of his own experience as a consultant, a customer, and a professional services executive, Shane describes in detail the seven principles of professional services that have led him and others to repeated success. If you have been a consultant for ten minutes or ten years, this book will help you assess how well you deliver your service today and enable you to identify ways to elevate it in the future. Doing so will benefit your customer, your firm and your career.



How to Make Maximum Money with Minimum Customers 21 Proven Direct Marketing Strategies Anyone Can Use

How to Make Maximum Money with Minimum Customers  21 Proven Direct Marketing Strategies Anyone Can Use Author Craig Garber
ISBN-10 9780984125517
Release 2011-05
Pages 366
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Are you an entrepreneur or salesperson who needs more qualified leads? How about converting your existing leads into paying customers and clients, "much" faster?Are you a doctor, financial services, or other trade professional, who's always dreamed of having effortless, 'almost magic-like' marketing that'll have your daily planner "filled" with appointments?Do you own a jewelry store, dry cleaners, or other retail establishment you'd love to see "packed" with paying customers?Have you had it 'up to here' with clients who demand first-class service, even though they're on a Wal-Mart budget? Do you want to avoid tire-kickers who shop around for the lowest prices in town or online, and instead, only deal with ultra-rich clients who are thrilled to be working with someone of your caliber? If you answered 'Yes ' to any of these questions, or if you just want to make a LOT of money, "very" quickly, then this is the most exciting and important book you will ever read. Often compared to Eugene Schwartz 'Breakthrough Advertising, ' inside you'll discover: How Garber made $578,463 in one year with a small list of customers, without spending a dime on advertising and almost all at 90% profit. Garber shows you how to at "least" double your sales, whether you work online, offline, or both. Not by begging JV's or affiliates to promote you, but by using fresh new ideas that work in ANY business.On page 42, you'll uncover the single greatest secret weapon for making money in any business. How powerful is this secret? Quite simply, it is the best source of ongoing and predictable income, referrals and repeat business, in the world. And, it has almost "zero" downside risk.What about advertising? Are you sick and tired of running online and offline ads that never get the kind of responses you want? Is your website more like a ghost town than a bustling freeway, filled with traffic? Don't worry, Chapter 23, "How To Write A Sales Letter That Sells, " gives you the blueprint to designing compelling ads that'll have your buyers lined up and practically "begging" you to take their money. Garber walks you through the 12 proven items you MUST include in every ad or sales letter, to make them perform as reliably as a Swiss watch.As you know, there are only three ways to make more money: Raise your prices, get more customers, or increase the value of your average transaction size. In Chapter 12, you'll discover a simple strategy (which takes less than 5 minutes to implement) that gets up to 98.4% of your customers to spend more money with you, every time they buy.How to sell products and services for much higher prices and profit margins than your competition The secret to charging top-dollar is knowing how to 'position' yourself in the marketplace. And this is much easier to do than you think, as you'll see in Chapter 10, "How To Become Number One In Your Industry."Why conventional business and marketing advice is useless, because it revolves around exchanging time for money. Look, whenever you're trading time for money, your income is limited by the amount of time you're either "willing," or are physically able, to work. Garber reveals 2 simple strategies (pages 135 and 321) that leverage your time and multiply your effort, so your cash-flow is no longer tied to how long or how hard you can work. Result: a lot less work... and a lot more money. Listen, 'hoping' things get better, won't work. "Hope" is not a good business strategy. In times like this, you need to "think" smarter, not "work" harder, and this book shows you "exactly" how to do this.



Sudden Money

Sudden Money Author Susan Bradley
ISBN-10 0471380865
Release 2000-04-20
Pages 316
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This informative and helpful manual outlines a complete program for successfully managing money from an unexpected windfall.



Lifeness

Lifeness Author Tom Rubens
ISBN-10 0998452602
Release 2017-04-04
Pages
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Lifeness has been writing in one form or another for most of life. You can find so many inspiration from Lifeness also informative, and entertaining. Click DOWNLOAD or Read Online button to get full Lifeness book for free.