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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...
| Call Number: | Libro Electrónico |
|---|---|
| Main Author: | |
| Format: | Electronic eBook |
| Language: | Inglés |
| Published: |
Hoboken, New Jersey :
John Wiley & Sons, Inc.,
[2022]
|
| Subjects: | |
| Online Access: | Texto completo (Requiere registro previo con correo institucional) |
MARC
| LEADER | 00000cam a2200000 i 4500 | ||
|---|---|---|---|
| 001 | OR_on1237653015 | ||
| 003 | OCoLC | ||
| 005 | 20231017213018.0 | ||
| 006 | m o d | ||
| 007 | cr cnu---unuuu | ||
| 008 | 210209t20222022njua ob 001 0 eng | ||
| 010 | |a 2021005020 | ||
| 040 | |a DLC |b eng |e rda |c DLC |d OCLCO |d OCLCF |d YDX |d N$T |d IBI |d NLW |d YDX |d ORMDA |d OCLCO |d OCLCQ | ||
| 020 | |a 9781119676928 |q electronic book | ||
| 020 | |a 1119676924 |q electronic book | ||
| 020 | |a 9781119676966 |q electronic book | ||
| 020 | |a 1119676967 |q electronic book | ||
| 020 | |z 9781119676904 |q hardcover | ||
| 020 | |z 1119676908 |q hardcover | ||
| 029 | 1 | |a AU@ |b 000071519761 | |
| 035 | |a (OCoLC)1237653015 | ||
| 037 | |a 9781119676904 |b O'Reilly Media | ||
| 042 | |a pcc | ||
| 050 | 4 | |a HD69.C6 |b F548 2022 | |
| 082 | 0 | 0 | |a 001 |2 23 |
| 049 | |a UAMI | ||
| 100 | 1 | |a Fletcher, Doug |q (Wade Douglas), |e author. | |
| 245 | 1 | 0 | |a How to win client business when you don't know where to start : |b a rainmaking guide for consulting and professional services / |c Doug Fletcher. |
| 264 | 1 | |a Hoboken, New Jersey : |b John Wiley & Sons, Inc., |c [2022] | |
| 264 | 4 | |c ©2022 | |
| 300 | |a 1 online resource (ix, 230 pages) : |b illustrations | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 504 | |a Includes bibliographical references and index. | ||
| 520 | |a "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"-- |c Provided by publisher. | ||
| 505 | 2 | |a Introduction: Selling a Service Is Different (and Harder) Than Selling a Product Part I: If I'm So Smart, Why Do I Feel So Stupid about Selling? 1. Things Rainmakers Do That Most of Us Don't - The Five Rainmaker Skills Universities Don't Teach Us and Our Firms Don't Train Us 2. How Clients Buy Understanding the Client's Buying Decision Journey 3. Where Clients Come From Understanding the Key Client Pathways 4. Rainmaking for Introverts and People Who Don't Want to Sell Winning Client Business While Being True to Yourself Part II: The Five Skills We Must Learn If We Want to Become a Rainmaker Section One: Skill 1: Create Your Personal Brand Identity 5. Decide What You Want to Be Known For and Who You Wish to Serve You Can Be Known For Anything, But You Can't Be Known For Everything 6. The Power of Focus The Key to Being Remembered | |
| 588 | |a Description based on online resource; title from digital title page (viewed on December 23, 2021). | ||
| 590 | |a O'Reilly |b O'Reilly Online Learning: Academic/Public Library Edition | ||
| 650 | 0 | |a Consulting firms. | |
| 650 | 0 | |a Consultants. | |
| 650 | 0 | |a Consulting firms |x Marketing. | |
| 650 | 0 | |a Consultants |x Marketing. | |
| 650 | 6 | |a Sociétés de conseil. | |
| 650 | 6 | |a Consultants. | |
| 650 | 7 | |a advisors. |2 aat | |
| 650 | 7 | |a consultants. |2 aat | |
| 650 | 7 | |a Consultants. |2 fast |0 (OCoLC)fst00876202 | |
| 650 | 7 | |a Consultants |x Marketing. |2 fast |0 (OCoLC)fst00876209 | |
| 650 | 7 | |a Consulting firms. |2 fast |0 (OCoLC)fst00876228 | |
| 776 | 0 | 8 | |i Print version: |a Fletcher, Doug (Wade Douglas). |t How to win client business when you don't know where to start |d Hoboken, New Jersey : John Wiley & Sons, Inc., [2021] |z 9781119676904 |w (DLC) 2021005019 |w (OCoLC)1237649343 |
| 856 | 4 | 0 | |u https://learning.oreilly.com/library/view/~/9781119676904/?ar |z Texto completo (Requiere registro previo con correo institucional) |
| 938 | |a YBP Library Services |b YANK |n 17683846 | ||
| 938 | |a YBP Library Services |b YANK |n 302526631 | ||
| 938 | |a EBSCOhost |b EBSC |n 3070828 | ||
| 994 | |a 92 |b IZTAP | ||