The Professional's Guide to Business Development: How to Win Business in the Professional Services

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Stephen Newton Stephen Newton

The Professional's Guide to Business Development

How to Win Business in the Professional Services

Stephen Newton, Stephen Newton

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English

Kogan Page Ltd
03 December 2012

Business competition

When buying professional services, most clients will assume that you are competent in your field. They are therefore not hiring you primarily on the basis of your expertise, but on factors such as price and whether they want to do business with you. To minimize the issue of cost, you need to ensure that the benefits of working with you are clear to your customers. You need to move from transactional relationships towards partnership ones, and you need to identify the right prospects in the first place. The ability to ascertain, quickly and accurately, what drives your customer's decisions and to respond to their needs is critical in differentiating you from your competitors. If you can do these things well, you will win more business from both new and existing clients. This book gives you a repeatable and scalable methodology to achieve this.

By: Stephen Newton, Stephen Newton
Imprint: Kogan Page Ltd
Country of Publication: United Kingdom
Dimensions: Height: 234mm, Width: 157mm, Spine: 11mm
Weight: 305g
ISBN: 9780749466534
ISBN 10: 0749466537
Pages: 200
Publication Date: 03 December 2012
Audience: College/higher education , Professional and scholarly , Primary , Undergraduate
Format: Paperback
Publisher's Status: Active

Chapter - 00: Introduction; Chapter - 01: Choosing your ground; Chapter - 02: In a perfect world ...; Chapter - 03: Locating your perfect clients; Chapter - 04: Your brand: development and management; Chapter - 05: Conversation is the new PowerPoint (R); Chapter - 06: The wiring diagram of the client firm: seeing the influence connections; Chapter - 07: Maximizing success in your meetings; Chapter - 08: Managing your delivery and the client's expectations; Chapter - 09: Winning referrals and repeat business; Chapter - 10: Building systems into your business; Chapter - 11: Putting it all together: a one-month implementation plan

Stephen Newton works as a business coach and consultant through his business, DLO Associates. He enables clients to implement effective strategy and enhance bottom-line results. Stephen focuses on leadership development, operational management, and communication. Stephen began his career as an Army officer, following which he worked for over 20 years in the fund management industry, including posts as Sales Director for Mercury Fund Managers, Operations Director for Mercury Asset Management and Operations Director at Schroder Investment Management (UK).

Reviews for The Professional's Guide to Business Development: How to Win Business in the Professional Services

You won't find a more thorough approach to developing business than this. ... Distills a very thorough planning and research process into tactics and practical steps and is solidly built upon Stephen's own personal experience and considerable success. -- Verity Lewis, Business Coach & Hr Consultant Read this. It will revolutionize your professional career. You'll sell more, higher priced services to clients who have a greater trust in you... and your peers won't have a clue how you do it. -- Paul Green, Managing Director Of Growth Uk, A Specialist Marketing And Business Growth Consultancy