The irresistible consultant's guide to winning clients
Subtitle: 6 steps to unlimited clients & financial freedom
By: David A. Fields
Published: 2017
Language: eng
Number of pages: 249
ISBN-13: 9781683501640
Subjects: Consultants; Business consultants; Marketing
Other titles: Guide to winning clients
Description: "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 emphasising 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 synthesises his decades of experience into a step-by-step approach to winning more projects from more clients at higher fees." -- Provided by publisher.
Notes: Includes index.
Table of contents: title: Step 1: Think right-side up (prepare yourself to succeed); title: Right-side up thinking; title: Building confidence; title: Step 2: Maximize impact (find your killer offering); title: Fish where the fish are; title: The right people; title: The right problem; title: the right solution; title: The fishing line; title: Step 3: Build visibility (become known by your prospects); title: Building visibility; title: Writing; title: Speaking; title: Trade associations; title: Digital presence; title: Step 4: Connect, connect, connect (create relationships and opportunities); title: Creating relationships; title: Nurturing relationships; title: The nitty-gritty of outreach; title: Leveraging relationships; title: Step 5: Become the obvious choice (emerge as an irresistible solution); title: How clients choose; title: Discovering context: part 1; title: Discovering context: part 2; title: Step 6: Propose, negotiate & close (enjoy the payoff); title: Setting up the close; title: Creating a perfect proposal; title: Pricing and fee structures; title: Five ways to negotiate like a pro; title: Living the dream.