The Irresistible Consultant s Guide to Winning Clients

Filename: the-irresistible-consultant-s-guide-to-winning-clients.pdf
ISBN: 9781683501657
Release Date: 2017-03-21
Number of pages: 272
Author: David A. Fields
Publisher: Morgan James Publishing

Download and read online The Irresistible Consultant s Guide to Winning Clients in PDF and EPUB 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

Filename: winning-the-professional-services-sale.pdf
ISBN: 0470522011
Release Date: 2009-08-06
Number of pages: 240
Author: Michael W. McLaughlin
Publisher: John Wiley & Sons

Download and read online Winning the Professional Services Sale in PDF and EPUB 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.


Never Chase Clients Again

Filename: never-chase-clients-again.pdf
ISBN: 9780996394406
Release Date: 2015-01-18
Number of pages:
Author: Michael Moshiri
Publisher: BookBaby

Download and read online Never Chase Clients Again in PDF and EPUB 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 Executive s Guide to Consultants How to Find Hire and Get Great Results from Outside Experts

Filename: the-executive-s-guide-to-consultants-how-to-find-hire-and-get-great-results-from-outside-experts.pdf
ISBN: 9780071801935
Release Date: 2012-11-23
Number of pages: 256
Author: David Fields
Publisher: McGraw Hill Professional

Download and read online The Executive s Guide to Consultants How to Find Hire and Get Great Results from Outside Experts in PDF and EPUB 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


Managing in a Global Economy Demystifying International Macroeconomics

Filename: managing-in-a-global-economy-demystifying-international-macroeconomics.pdf
ISBN: 9781285055428
Release Date: 2014-02-25
Number of pages: 816
Author: John Marthinsen
Publisher: Cengage Learning

Download and read online Managing in a Global Economy Demystifying International Macroeconomics in PDF and EPUB Written specifically for MBA students, this Second Edition of MANAGING IN A GLOBAL ECONOMY: DEMYSTIFYING INTERNATIONAL MACROECONOMICS presents macroeconomics in the context of models for decision-making and offers a strategic business focus. With business applications, concrete business examples, and an approach to macroeconomic theory via markets, Marthinsen demonstrates how macroeconomics can help leaders make better business decisions. The book helps students grasp practical big picture concepts, nurtures an understanding of what causes macroeconomic variables to change, and relates these changes to issues confronting managers. Marthinsen integrates the three major macroeconomic sectors (the real goods market, real loanable funds market, and foreign exchange market) in a user-friendly way. Liberating readers from dry, overly complex macroeconomic models, Marthinsen uses theory only as a means to an end for practical understanding and includes a minimum of math. Real world business examples show how economic shocks, such as monetary and fiscal policies or shifts in international capital flows, affect management decisions. Keeping readers visually engaged with strategic use of figures, tables, charts, and illustrative exhibits, MANAGING IN A GLOBAL ECONOMY emphasizes the interaction among markets and equips MBAs with a macroeconomic perspective that will last (and be used) for years. Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.


Lifestorming

Filename: lifestorming.pdf
ISBN: 9781119366287
Release Date: 2017-04-11
Number of pages: 208
Author: Alan Weiss
Publisher: John Wiley & Sons

Download and read online Lifestorming in PDF and EPUB 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.


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

Filename: the-consultant-s-guide-to-results-driven-business-proposals-how-to-write-proposals-that-forecast-impact-and-roi.pdf
ISBN: 0071638806
Release Date: 2009-12-15
Number of pages: 336
Author: Jack Phillips
Publisher: McGraw-Hill Education

Download and read online The Consultant s Guide to Results Driven Business Proposals How to Write Proposals That Forecast Impact and ROI in PDF and EPUB 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.


The Everything Start Your Own Consulting Business Book

Filename: the-everything-start-your-own-consulting-business-book.pdf
ISBN: 9781605509914
Release Date: 2009-10-18
Number of pages: 304
Author: Dan Ramsey
Publisher: Simon and Schuster

Download and read online The Everything Start Your Own Consulting Business Book in PDF and EPUB 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!


Google Semantic Search

Filename: google-semantic-search.pdf
ISBN: 9780133434170
Release Date: 2013-06-27
Number of pages: 240
Author: David Amerland
Publisher: Que Publishing

Download and read online Google Semantic Search in PDF and EPUB Optimize Your Sites for Today’s Radically New Semantic Search Breakthrough “semantic search” techniques are already transforming Google™’s search results. If you want to be found, yesterday’s SEO techniques won’t cut it anymore. Google Semantic Search tells you what to do instead—in plain English. David Amerland demystifies Knowledge Graph™, TrustRank™, AuthorityRank™, personalized and mobile search, social media activity, and much more. Drawing on deep knowledge of Google’s internal workings and newest patents, he also reveals the growing impact of social networks on your SEO performance. Whether you do it yourself or supervise an agency, this is your complete playbook for next-generation SEO! • Learn how Google is delivering answers, not just links—and what it means to you • Profit from Google Now™ and the fragmented, personalized future of search • Prepare for Knowledge Graph™ by growing your online reputation, authority, and trust • Stop using 10 common SEO techniques that no longer work • Discover the truth about Trust Ranking™—and 10 steps to take right now • Go way beyond keywords in today’s new era of content marketing • Strengthen the “social signal” you create on Twitter, Facebook, Google+, and LinkedIn • See why the “First Page of Google” is rapidly become obsolete • Drive unprecedented business value from your online identity and influence • Learn how Google captures meaning in unstructured data—and give it what it wants • Plan for all “4 Vs” of semantic search: Volume, Velocity, Variety, and Veracity • Rapidly transition from technical to strategic search optimization http://helpmyseo.com/google-semantic-search.html


Ninja Selling

Filename: ninja-selling.pdf
ISBN: 9781626342859
Release Date: 2017-01-03
Number of pages: 344
Author: Larry Kendall
Publisher: Greenleaf Book Group

Download and read online Ninja Selling in PDF and EPUB 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.


The Ultimate Sales Machine

Filename: the-ultimate-sales-machine.pdf
ISBN: 1101218339
Release Date: 2007-06-21
Number of pages: 272
Author: Chet Holmes
Publisher: Penguin

Download and read online The Ultimate Sales Machine in PDF and EPUB 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!


Inbound Marketing Revised and Updated

Filename: inbound-marketing-revised-and-updated.pdf
ISBN: 9781118896709
Release Date: 2014-08-06
Number of pages: 224
Author: Brian Halligan
Publisher: John Wiley & Sons

Download and read online Inbound Marketing Revised and Updated in PDF and EPUB Attract, engage, and delight customers online Inbound Marketing, Revised and Updated: Attract, Engage, and Delight Customers Online is a comprehensive guide to increasing online visibility and engagement. Written by top marketing and startup bloggers, the book contains the latest information about customer behavior and preferred digital experiences. From the latest insights on lead nurturing and visual marketing to advice on producing remarkable content by building tools, readers will gain the information they need to transform their marketing online. With outbound marketing methods becoming less effective, the time to embrace inbound marketing is now. Cold calling, e-mail blasts, and direct mail are turning consumers off to an ever-greater extent, so consumers are increasingly doing research online to choose companies and products that meet their needs. Inbound Marketing recognizes these behavioral changes as opportunities, and explains how marketers can make the most of this shift online. This not only addresses turning strangers into website visitors, but explains how best to convert those visitors to leads, and to nurture those leads to the point of becoming delighted customers. Gain the insight that can increase marketing value with topics like: Inbound marketing – strategy, reputation, and tracking progress Visibility – getting found, and why content matters Converting customers – turning prospects into leads and leads into customers Better decisions – picking people, agencies, and campaigns The book also contains essential tools and resources that help build an effective marketing strategy, and tips for organizations of all sizes looking to build a reputation. When consumer behaviors change, marketing must change with them. The fully revised and updated edition of Inbound Marketing is a complete guide to attracting, engaging, and delighting customers online.


Sudden Money

Filename: sudden-money.pdf
ISBN: 0471380865
Release Date: 2000-04-20
Number of pages: 316
Author: Susan Bradley
Publisher: John Wiley & Sons

Download and read online Sudden Money in PDF and EPUB This informative and helpful manual outlines a complete program for successfully managing money from an unexpected windfall.


MONEY Master the Game

Filename: money-master-the-game.pdf
ISBN: 9781476757872
Release Date: 2014-11-18
Number of pages: 688
Author: Tony Robbins
Publisher: Simon and Schuster

Download and read online MONEY Master the Game in PDF and EPUB In his first book in two decades, Anthony Robbins turns to the topic that vexes us all: How to secure financial freedom for ourselves and for our families. “If there were a Pulitzer Prize for investment books, this one would win, hands down” (Forbes.com). Tony Robbins is one of the most revered writers and thinkers of our time. People from all over the world—from the disadvantaged to the well-heeled, from twenty-somethings to retirees—credit him for giving them the inspiration and the tools for transforming their lives. From diet and fitness, to business and leadership, to relationships and self-respect, Tony Robbins’s books have changed people in profound and lasting ways. Now, for the first time, he has assembled an invaluable “distillation of just about every good personal finance idea of the last forty years” (The New York Times). Based on extensive research and interviews with some of the most legendary investors at work today (John Bogle, Warren Buffett, Paul Tudor Jones, Ray Dalio, Carl Icahn, and many others), Tony Robbins has created a 7-step blueprint for securing financial freedom. With advice about taking control of your financial decisions, to setting up a savings and investing plan, to destroying myths about what it takes to save and invest, to setting up a “lifetime income plan,” the book brims with advice and practices for making the financial game not only winnable—but providing financial freedom for the rest of your life. “Put MONEY on your short list of new books to read…It’s that good” (Marketwatch.com).


The Net Delusion

Filename: the-net-delusion.pdf
ISBN: 9780141961828
Release Date: 2011-01-06
Number of pages: 432
Author: Evgeny Morozov
Publisher: Penguin UK

Download and read online The Net Delusion in PDF and EPUB Does free information mean free people? At the start of the twenty-first century we were promised that the internet would liberate the world. We could come together as never before, and from Iran's 'twitter revolution' to Facebook 'activism', technological innovation would spread democracy to oppressed peoples everywhere. We couldn't have been more wrong. In The Net Delusion Evgeny Morozov destroys this myth, arguing that 'internet freedom' is an illusion, and that technology has failed to help protect people's rights. Not only that - in many cases the internet is actually helping authoritarian regimes. From China to Russia to Iran, oppressive governments are using cyberspace to stifle dissent: planting clandestine propaganda, employing sophisticated digital censorship and using online surveillance. We are all being manipulated in more subtle ways too - becoming pacified by the net, instead of truly engaging. This book is a wake-up call. It shows us how our misplaced faith in cyber-utopia means the West risks missing the real challenges. Morozov argues that we must look at other ways of promoting democracy abroad, and forces us - policymakers and citizens alike - to recognize that all our freedoms are at stake.