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Replacing The Rainmaker Business Development Tools Techniques And Strategies For Accountants

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Replacing The Rainmaker Business Development Tools Techniques And Strategies For Accountants

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Author : Ian Tonks
language : en
Publisher: Lulu.com
Release Date : 2015-03-17

Replacing The Rainmaker Business Development Tools Techniques And Strategies For Accountants written by Ian Tonks and has been published by Lulu.com this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-03-17 with Business & Economics categories.

"Replacing the Rainmaker" is a practical guide to business development for accountants. It offers an array of tools, techniques and strategies to help accountants win more work. It gives you everything you need to launch a successful firm-wide business development effort. Each topic in the book culminates with three key takeaways and many topics include step-by-step processes to help put the ideas into action. The book is supplemented by additional resources, including online workshops, templates, spreadsheets and any other materials needed to jump-start your business development efforts. The book is written for any CPA, whether you're a sole practitioner, staff accountant or partner at a large firm. If you have an open mind and a desire to grow your business through calculated business development strategies, this book is for you.

Replacing The Rainmaker Business Development Tools Techniques And Strategies For Accountants

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Author : Ian Tonks
language : en
Publisher: Lulu.com
Release Date : 2015-03-17

Sales And Marketing Optimization Developing Competitive Value Propositions In Distribution

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Author :
language : en
Publisher: Natl Assn Wholesale-Distr
Release Date : 2012

Sales And Marketing Optimization Developing Competitive Value Propositions In Distribution written by and has been published by Natl Assn Wholesale-Distr this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012 with Distributors (Commerce) categories.

The Activator Advantage

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Author : Matthew Dixon
language : en
Publisher: Harvard Business Press
Release Date : 2025-05-20

The Activator Advantage written by Matthew Dixon and has been published by Harvard Business Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2025-05-20 with Business & Economics categories.

A proven approach used by today's best professional service partners to win, retain, and grow client relationships. There is a growing problem in the professional services industry that is often acknowledged but rarely discussed: clients—even long-standing ones for whom firms have consistently delivered unquestioned value—are much less loyal to those firms and partners than they once were. This dramatic shift in client behavior has rendered traditional approaches to business development not only ineffective but counterproductive. But top performers have figured out a radical new approach that is redefining what it means to be a rainmaker in today's professional services market. Drawing on a comprehensive, quantitative study of nearly three thousand partners—spanning law, accounting, consulting, investment banking, executive search, and public relations—The Activator Advantage identifies five types of partners found across the professional services landscape and shows how only one of them—the Activator—drives consistent growth. Activators deeply embed business development habits into their daily workflow, aggressively leverage their internal and external networks, and proactively deliver both business and personal value to clients—all of which not only helps shield them from the vagaries of modern client buying behavior but also lays the groundwork for more loyal, longer-lasting relationships. Packed with eye-opening data, counterintuitive insights, and robust case examples, The Activator Advantage provides the road map for any professional services partner or firm leader looking to chart a path to greater client engagement, internal collaboration, and firm profitability in the new era of fading client loyalty.

Professional Services Marketing

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Author : Mike Schultz
language : en
Publisher: John Wiley & Sons
Release Date : 2013-06-04

Professional Services Marketing written by Mike Schultz and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-06-04 with Business & Economics categories.

A proven approach to revenue-generating marketing and client development Professional Services Marketing is a fully field-tested and research-based approach to marketing and client development for professional services firms. The book, now in its Second Edition, covers five key areas that are critical for firms that want to grow and become more profitable: creating a marketing and growth strategy; establishing a brand and reputation; implementing a marketing communications program; executing lead generation strategies; and developing business by winning new clients. You will also read real-world case studies that illustrate major points, as well as quotes and stories from well-respected professionals in the industry. The Second Edition features new research and updates throughout, including new chapters on social media and online marketing, as well as new case studies and interviews Authors Mike Schultz and John E. Doerr are the coauthors of the Wall Street Journal and Inc. Magazine bestseller Rainmaking Conversations and Professional Services Marketing; Lee W. Frederiksen is coauthor of Online Marketing for Professional Services Will be widely promoted via multiple online routes and direct mail marketing Firms of any size can use this proven approach to marketing and client development to attract new clients and grow their professional service businesses.

Make Your Contacts Count

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Author : Anne Baber
language : en
Publisher: AMACOM
Release Date : 2007-03-09

Make Your Contacts Count written by Anne Baber and has been published by AMACOM this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007-03-09 with Business & Economics categories.

This book is a practical, step-by-step guide for creating, cultivating, and capitalizing on networking relationships and opportunities. Updated from its first edition, Make Your Contacts Count now includes expanded advice on building social capital at work and in job hunting, as well as new case studies, examples, checklists, and questionnaires. You will discover how to: draft a networking plan cultivate current contacts make the most of memberships effectively exchange business cards avoid the top ten networking turn-offs share anecdotes that convey character and competence transform your career with a networking makeover Job-seekers, career-changers, entrepreneurs, and others will find all the networking help they need to supercharge their careers and boost their bottom lines. Packed with valuable tools, Make Your Contacts Count offers a field-tested "Hello to Goodbye" system that takes you from entering a room, to making conversations flow, to following up.

Making Rain

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Author : Andrew Sobel
language : en
Publisher: John Wiley & Sons
Release Date : 2003-08-08

Making Rain written by Andrew Sobel and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003-08-08 with Business & Economics categories.

Professionals who work with clients or large accounts can create lifetime relationships based on these well-researched secrets. Based drawing from extensive interviews with client executives, Making Rain offers a series of provocative insights on how to shed the expert-for-hire label and develop long-term advisory relationships. Exploding the popular myth of the "Rainmaker," a dated and dysfunctional figure that clients no longer welcome, Andrew Sobel argues that any professional can learn to "make rain" on an ongoing basis with existing clients by developing a special set of skills, attitudes, and strategies. These innovative tips and techniques from a recognized leader in the field of professional services will enable any consultant, salesperson, or service professional to create enduring client loyalty.

Cch Federal Tax Weekly

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Author :
language : en
Publisher:
Release Date : 2006

Cch Federal Tax Weekly written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006 with Taxation categories.

How Clients Buy

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Author : Tom McMakin
language : en
Publisher: John Wiley & Sons
Release Date : 2018-03-13

How Clients Buy written by Tom McMakin and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-03-13 with Business & Economics categories.

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.

Winning The Professional Services Sale

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Author : Michael W. McLaughlin
language : en
Publisher: John Wiley & Sons
Release Date : 2009-08-06

Winning The Professional Services Sale written by Michael W. McLaughlin and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-08-06 with Business & Economics categories.

An innovative approach to winning more profitable sales in the growing professional services industry In recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way clients buy services. In response, Winning the Professional Services Sale argues for fundamental changes in the seller's mindset and sales strategies. Rather than pressing the sale, salespeople must help clients buy--the way that works best for each client. This new approach gives buyers what they now want in a services seller: a consultative problem solver, change agent, and solution integrator, all rolled into one. Author Michael McLaughlin presents a strategy for winning new business with a holistic approach to each client relationship. Only by fully understanding a sale from every angle, including its impact on the client's business and career, can salespeople thrive in the new era of the service economy.

Replacing The Rainmaker Business Development Tools Techniques And Strategies For Accountants

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