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9780304704262

Creating New Clients : Marketing and Selling Professional Services

by ; ;
  • ISBN13:

    9780304704262

  • ISBN10:

    0304704261

  • Format: Paperback
  • Copyright: 2000-01-01
  • Publisher: CASSELL & CONTINUUM
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List Price: $31.95

Summary

Professional people often have few selling skills and feel they should be "above" selling. In today's climate, however, it is crucial for firms to seek new business if they are to survive. This book teaches managers how to get the best results when dealing with potential new clients. The authors have taught senior employees from companies like KPMG, Arthur Anderson, and Deloitte and Touche -- and are widely regarded as being the best in the business.

Table of Contents

Introduction vii
Section 1: The PACE Pipeline
Introducing the PACE Pipeline
3(14)
Section 2: Getting to the First Meeting
Defining the Best Prospects
17(13)
Marketing the Firm
30(14)
Making Appointments with Prospective Clients
44(21)
Section 3: Selling -- the Art of Persuasion
Selling -- the Art of Persuasion
65(18)
Section 4: PACES -- the Steps to Successful Selling
PACES: Position Ourselves and Our Organisation
83(11)
PACES: Understanding the Prospective Client
94(38)
PACES: Gaining Commitment
132(17)
Section 5: Strategies Which Win New Clients
Strategies Which Win New Clients
149(44)
Some Final Thoughts
193(2)
Index 195

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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