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The Professional's Guide to Business Development

How to Win Business in the Professional Services

This book shows you how to differentiate yourself from your competitors, engaging with clients in a meaningful way and with a new strategy for business development.
EAN: 9780749466534
Edition: 1
Published:
Paperback
Format: 234x157
184 pages

About the book

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.

About the authors

Stephen Newton

Stephen Newton has worked as a business coach and consultant since 2001 through his own firm, DLO Associates. He enables clients to tailor and implement their firm's strategy and thus enhance bottom line results. His key focus areas include leadership development, operational management, and communication. Stephen has spoken at a number of conferences on topics including strategy implementation and the business case for corporate and social responsibility. He is in demand as a speaker on business development and practice growth.

More about Stephen Newton

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