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Client-Centered Business Consulting by Federico Addimando Pdf
This book explores the psychology behind effective business consulting. We dive into the various factors that shape client behavior and decision-making, and we provide insights into the most effective techniques and strategies for building rapport, establishing trust, and delivering value. Whether you are a seasoned consultant looking to refine your skills, or a new consultant seeking to build a solid foundation, this book is designed to provide you with the tools and knowledge you need to succeed in the dynamic and demanding world of business consulting.
Client-Centered Business Consulting by Federico Addimando Pdf
This book explores the psychology behind effective business consulting. We dive into the various factors that shape client behavior and decision-making, and we provide insights into the most effective techniques and strategies for building rapport, establishing trust, and delivering value. Whether you are a seasoned consultant looking to refine your skills, or a new consultant seeking to build a solid foundation, this book is designed to provide you with the tools and knowledge you need to succeed in the dynamic and demanding world of business consulting.
Consulting for Real People by Peter Cockman,Bill Evans,Peter Reynolds Pdf
Consulting for Real People: a client centred approach for leaders and change agents 2/e shows you how to become truly client-centred by empowering your client and supporting them right through to the point where the new behaviour replaces the old. Formerly titled '||'''Client-Centred Consulting: A practical guide for internal advisers and trainers'||''' this highly successful book has been fully updated to reflect advances in the field. The scope of the book has also been expanded to include issues, dilemmas and the operational styles of both internal and external change agents. Other new topics covered include change management issues for leaders, managing large-scale organisational changes, and ways in which change agents can empower themselves and their clients. The book begins with an exploration of all aspects of change management from the perspective of consultant, manager or team leader. It goes on to explore the range of consulting styles available and the structure of the consultant-client relationship. Finally it explains why successful change agents must have a high level of personal power and self-esteem and it explores ways in which these can be acquired.
Author : Richard A. Connor,Jeffrey P. Davidson Publisher : John Wiley & Sons Page : 264 pages File Size : 49,6 Mb Release : 1990 Category : Business & Economics ISBN : UOM:49015001287334
Marketing Your Consulting and Professional Services by Richard A. Connor,Jeffrey P. Davidson Pdf
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.
Client-Centered Consulting by Peter Cockman,Bill Evans,Peter Reynolds Pdf
Persuade Clients to See Things Your Way Here's a fool-proof, hassle-free way to get clients to accept & implement your ideas in any consulting engagement. In Client-Centered Consulting: Getting Your Expertise Used When You're Not in Charge, consulting gurus Peter Cockman, Bill Evans & Peter Reynolds give you hands-on, practice-proven tools to influence, inspire & motivate even the most reluctant people to follow your advice, & work together to solve organizational problems. You'll discover powerful, easy-to-master techniques to help you: Build your reputation as a master communicator; Hone razor-sharp observation & feedback skills; Deal effectively with anxious, angry & threatened employees; Fine-tune your ability to identify problems & generate creative solutions; Develop strong & effective teams; And much more.
Learn the secrets of how recurring revenue is driven at expert firms like BCG, KPMG, EY, and more Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships explains how to scale individual engagements into long-term business relationships. Cowritten by Tom McMakin, the coauthor of How Clients Buy and expert in account development, and colleague Jacob Parks, this book provides insights from key rainmakers at firms like Accenture, IBM, and more into how they drive growth from existing relationships. Never Say Sell is a business development guide for professional service providers like consultants, accountants, and lawyers, whether they are sole proprietors or members of account teams tasked with expanding key accounts. Doing good work with existing clients is not enough to have them come back to you again and again. You must do more. This book explores the techniques and methods that leading professional service providers use to add value, cross sell, and drive recurring revenue from existing engagements. Never Say Sell will help you turn one-and-done clients into some of your most exciting and lucrative relationships. It is a must-have for any professional who benefits from repeat business.
The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.
Consulting and Evaluation with Nonprofit and Community-based Organizations by Judah J. Viola Pdf
The need for consultation and evaluation among nonprofits and government agencies has soared in recent years, as funders have demanded accountability and agencies are ill-equipped to provide the types of data-based information needed. Consulting and Evaluation with Nonprofit and Community-Based Organizations fills a critical gap in the academic literature for nonprofit management. This unique text is a collection of advice and voices from a diverse group of successful, practicing consultants who work with nonprofits and government agencies. Through surveys and interviews, these experts relate detailed information on how they got started in consulting, what types of services they provide, what types of clients they serve, the biggest challenges they face, and much more. The book also integrates current topics from a wide variety of sources so that interested readers can easily access important information all in one book. Book jacket.
Author : Richard A. Connor,Jeffrey P. Davidson Publisher : John Wiley & Sons Page : 348 pages File Size : 40,7 Mb Release : 1987 Category : Business & Economics ISBN : UOM:39015016120449
Getting New Clients by Richard A. Connor,Jeffrey P. Davidson Pdf
This book focuses on the number one problem facing service professionals: how to get new clients. Rather than trying to sell a service, the authors present a client-centered-niche approach where the professional is able to suggest ways in which the prospect can improve his business. Connor and Davidson show how to target a niche and develop an insider's understanding of the niche, how to uncover client needs, how to tailor services to client needs, techniques for getting through to decision makers and getting appointments to make presentations, how to prepare for client discussions, how to make presentations which provide solutions to clients' problems, how to handle client objections, how to prepare a winning proposal.
The Client Centric Protagonist by Nilakantasrinivasan J,Nilakantasrinivasan JNeil) Pdf
- How can I, as an individual, become more client-focused? - How can we, as a company, foster client-centered transformation and culture? If you are looking for answers to the two questions mentioned above, then this is your book. The author, Nilakantasrinivasan J has presented the answers as a story of Parth, an Indian Army veteran who joins a specialty chemicals company called SPKEM as an account manager. Without the requisite domain knowledge, will he steer himself and his organization from a brewing storm? Over 300+ books have been written on this topic, so why one more? In author's 25 years in the industry, he has closely studied organizations in B2C, as well as B2B, through the lens of their policies, processes, technology, culture, and people, and at the same time listened to their client-side stories. Client Centricity is a perpetual quest for most organizations, and a lot has been accomplished, but CXOs are still curious as to why all this doesn’t translate into business growth and why are clients leaving? What do clients value? Author gives you workable methods, not empty promises. It presents a planned program with approaches, tools and tips for account managers, business development managers, customer success managers, business heads, CXOs, entrepreneurs, consultants & business students. The book presents the 7 Acts of Client Centric Professional, Client Centric Value Plan, Stakeholder Engagement, 3Level Client Centricity Framework and Human-to-Human (H2H) approach.
Author : David A. Fields Publisher : Morgan James Publishing Page : 273 pages File Size : 42,6 Mb Release : 2017-03-21 Category : Business & Economics ISBN : 9781683501657
The Irresistible Consultant's Guide to Winning Clients by David A. Fields Pdf
This deeply insightful guide to understanding what clients really want is “an indispensable resource for consultants” (Keith Ferrazzi, #1 New York Times-bestselling author of Never Eat Alone). Independent consulting is a potentially lucrative enterprise—but the reality 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 profitable, 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, 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, named one of Advertising Age magazine’s “Marketing Top 100,” delivers a comprehensive guidebook that is at once highly approachable and satisfyingly detailed. “If I could have just one book on client strategy, this book would be it.” —Marshall Goldsmith, #1 New York Times–bestselling author of Triggers
Marketing Your Consulting and Professional Services by Dick Connor,Jeff Davidson Pdf
While finding and keeping a core group of clients remains the breadand butter of any consultant's business, doing so is far fromsimple in a field that's becoming increasingly crowded andcompetitive. Today, as the result of drastic shifts in thelandscape--information technology, virtual organizations,telecommuting--targeting and attracting clients is a greaterchallenge than ever. To help you meet that challenge head on,Marketing Your Consulting and Professional Services, the bible forconsultants and professionals worldwide, has been thoroughlyrevised and expanded. This brand new Third Edition gives you thetools and the know-how to survive and thrive in today's toughmarket. Beginning with a comprehensive overview, this updated resourcekeeps you abreast of current trends and issues. In addition, you'llfind complete coverage of Dick Connor's innovative--and highlyeffective--Client-Centered Marketing (CCM) approach, a practical"deliverables-driven" system for penetrating specific markets. Thiseasy-to-follow, six-part process helps you achieve a myriad ofessential marketing objectives: from expanding services for currentclients and capitalizing on the potential within your business togenerating profitable growth and managing your image with clientsand targets. With a wealth of new information that focuses on finding andqualifying new clients--what every consultant worries aboutmost--this new edition of Marketing Your Consulting andProfessional Services, Third Edition provides essential informationon: * Analyzing your current business or practice--evaluating clients,assessing existing prospects, preparing a strategic profile * Becoming "client smart"--determining how the niche industry isorganized, identifying requirements for success, determining itsneeds * Building market awareness--maintaining positive name recognition,establishing your firm's intended image * Prospecting--acquiring new, high-potential clients, preparing awinning proposal, selling the value-adding solution * Ensuring client satisfaction--handling service and relationshipbreakdowns with a practical recovery action sequence Complete with helpful worksheets and checklists, as well as precisedefinitions of terminology and an annotated bibliography, MarketingYour Consulting and Professional Services, Third Edition is a mustfor today's fiercely competitive, highly demandingmarketplace. Praise for the previous edition of Marketing Your Consulting andProfessional Services "Loaded with examples, useful forms, and informative exhibits,Marketing Your Consulting and Professional Services is anextraordinary how-to manual that provides vital step-by-stepinstruction and advice on how to maximize profitability andsuccess. . . . Marketing is a how-to you shouldn't do without." --Managers Magazine "This is definitely a 'MUST READ' book for entrepreneurs andbusiness professionals of all types. The attention to detailprovides practical insights on the critical keys to marketingsuccess." -- Dr. Peter Johnson, Corporate MarketingStrategist "As today's business environment becomes increasingly competitive,consulting professionals look for fresh approaches and innovativeideas to 'cut through the clutter' and increase their share ofbusiness. Marketing Your Consulting and Professional Servicesprovides highly useful information for every professionalconsultant. 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 marketingconsulting services. Vital reading for both beginners and seasonedconsultants--worldwide. I wish I had had this daily guide during myrough start." -- Dr. Oskar Pack, Management Consultant and SalesTrainer -- Euskirchen, Germany
Odyssey --The Business of Consulting by Imelda K. Butler,Shayne Tracy Pdf
This book provides consultants with a career framework to build, grow, and transform their consulting businesses by becoming brilliant at the basics. The Odyssey process challenges current thinking and offers a methodology to help readers rise to the top of the profession by applying leading-edge techniques and methodologies.An ideal companion to t
Consulting Pro: Navigating The Road To Success by Dack Douglas Pdf
Welcome to the world of "Consulting Pro: Navigating The Road To Success," where your expertise, passion, and guidance have the power to transform businesses and lives. In this book, we embark on a journey together to explore the art of starting a successful consulting business. Consulting is not just a profession; it's a calling to make a difference. Whether you're an experienced professional looking to share your knowledge or an aspiring entrepreneur eager to carve your path, this book will serve as your compass, guiding you through the intricacies of building a thriving consulting venture. Throughout these pages, you will find valuable insights, practical tips, and real-life anecdotes that draw from the collective wisdom of seasoned consultants. From defining your niche and crafting your unique value proposition to mastering the art of client acquisition and delivering exceptional results, we cover it all.
