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.
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.
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.
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).