Marketing Your Consulting and Professional Services - Hardcover

Connor, Dick; Davidson, Jeffrey P.

4

18 ratings by Goodreads

9780471520740: Marketing Your Consulting and Professional Services

Hardcover

ISBN 10: 0471520748 ISBN 13: 9780471520740

Publisher: John Wiley & Sons, 1990

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Here is a "blueprint" for professionals, business people and techinicians: specialists who want to enter the consulting field or market their firms' professional services more effectively and profitably. This second edition is revised to serve as a marketing handbook for the 1990s and beyond, and is based on the same "client-centered/leveraged" approach as the original edition, showing how servicing fewer clients/markets can generate greater profits. It contains principle-based practices and strategies culled from over 20 years of experiences in 600 firms, effectively converting theory into practical reality for professionals who need to know what to do and how to do it.

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From the Back Cover:

While finding and keeping a core group of clients remains the bread and butter of any consultant′s business, doing so is far from simple in a field that′s becoming increasingly crowded and competitive. Today, as the result of drastic shifts in the landscape information technology, virtual organizations, telecommuting targeting and attracting clients is a greater challenge than ever. To help you meet that challenge head on, Marketing Your Consulting and Professional Services, the bible for consultants and professionals worldwide, has been thoroughly revised and expanded. This brand new Third Edition gives you the tools and the know–how to survive and thrive in today′s tough market.

Beginning with a comprehensive overview, this updated resource keeps you abreast of current trends and issues. In addition, you′ll find complete coverage of Dick Connor′s innovative and highly effective Client–Centered MarketingTM (CCM) approach, a practical "deliverables–driven" system for penetrating specific markets. This easy–to–follow, six–part process helps you achieve a myriad of essential marketing objectives: from expanding services for current clients and capitalizing on the potential within your business to generating profitable growth and managing your image with clients and targets.

With a wealth of new information that focuses on finding and qualifying new clients what every consultant worries about most this new edition of Marketing Your Consulting and Professional Services, Third Edition provides essential information on:

Analyzing your current business or practice evaluating clients, assessing existing prospects, preparing a strategic profile
Becoming "client smart" determining how the niche industry is organized, identifying requirements for success, determining its needs
Building market awareness maintaining positive name recognition, establishing your firm′s intended image
Prospecting acquiring new, high–potential clients, preparing a winning proposal, selling the value–adding solution
Ensuring client satisfaction handling service and relationship breakdowns with a practical recovery action sequence

Complete with helpful worksheets and checklists, as well as precise definitions of terminology and an annotated bibliography, Marketing Your Consulting and Professional Services, Third Edition is a must for today′s fiercely competitive, highly demanding marketplace.

Praise for the previous edition of Marketing Your Consulting and Professional Services

"Loaded with examples, useful forms, and informative exhibits, Marketing Your Consulting and Professional Services is an extraordinary how–to manual that provides vital step–by–step instruction and advice on how to maximize profitability and success. . . . Marketing is a how–to you shouldn′t do without." Managers Magazine

"This is definitely a ′MUST READ′ book for entrepreneurs and business professionals of all types. The attention to detail provides practical insights on the critical keys to marketing success." Dr. Peter Johnson, Corporate Marketing Strategist

"As today′s business environment becomes increasingly competitive, consulting professionals look for fresh approaches and innovative ideas to ′cut through the clutter′ and increase their share of business. Marketing Your Consulting and Professional Services provides highly useful information for every professional consultant. It′s an essential purchase." Jonathan D. Blum, Managing Director Ogilvy & Mather Public Relations, Singapore

"Marketing Your Consulting and Professional Services is excellent. It contains down–to–earth, indispensable tips for marketing consulting services. Vital reading for both beginners and seasoned consultants worldwide. I wish I had had this daily guide during my rough start." Dr. Oskar Pack, Management Consultant and Sales Trainer Euskirchen, Germany

About the Author:

DICK CONNOR, CMC, is a consultant specializing in accounting and general business and a former associate professor of management at Northwestern Graduate School of Management. He is the author of Increasing Revenue from Your Clients and coauthor with Jeff Davidson of Getting New Clients, both published by Wiley.

JEFF DAVIDSON, CMC, is a full–time professional speaker and the author of 25 books, including Marketing on a Shoestring: Low–Cost Tips for Marketing Your Products or Services (Wiley).

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