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How to win client business when you don't know where to start : a rainmaking guide for consulting and professional services /
"Winning client business is necessary for us to succeed. And, yet, very few professionals truly understand how to do this well. We're not taught this at universities, nor receive substantive training by our firms. We're left to figure it out on our own -- some do, many don't. We...
| Clasificación: | Libro Electrónico |
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| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Hoboken, New Jersey :
John Wiley & Sons, Inc.,
[2022]
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| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
| Sumario: | "Winning client business is necessary for us to succeed. And, yet, very few professionals truly understand how to do this well. We're not taught this at universities, nor receive substantive training by our firms. We're left to figure it out on our own -- some do, many don't. We are frequently on a wild quest trying a little of everything without really knowing what to do or having a master plan to guide us. The key to success lies in understanding how clients buy -- the topic of our first book, How Clients Buy. Rainmakers are those among us who understand this well and demonstrate six skills that help facilitate the client's buying decision journey: 1) One: Strategy: Choose Your Niche and Whom You Wish To Serve 2) Two: Credibility: Demonstrate Your Expertise 3) Three: Relationships: Build Your Network 4) Four: Solutions: Understand Client Needs and Creating Solutions 5) Five: Performance: Do Great Work 6) Six: Stewardship: Care for Clients We can learn these skills and become more successful in our own practices"-- |
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| Descripción Física: | 1 online resource (ix, 230 pages) : illustrations |
| Bibliografía: | Includes bibliographical references and index. |
| ISBN: | 9781119676928 1119676924 9781119676966 1119676967 |