Selling Professional Services To The Fortune 500 How To Win In The Billion Dollar Market Of Strategy Consulting Technology Solutions And
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Selling Professional Services To The Fortune 500 How To Win In The Billion Dollar Market Of Strategy Consulting Technology Solutions And
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Author : Gary S. Luefschuetz
language : en
Publisher: McGraw Hill Professional
Release Date : 2009-10-04
Selling Professional Services To The Fortune 500 How To Win In The Billion Dollar Market Of Strategy Consulting Technology Solutions And written by Gary S. Luefschuetz and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-10-04 with Business & Economics categories.
The secrets to grabbing your share of an $800 billion market! “A recommended read for anyone in line-management or businessdevelopment roles, whether selling to the Fortune 500 or public sector. The book imparts commonsense information presented in a way that is easy to relate to and is useable.” Lisa Daniels, Vice President, SAIC “A great play-by-play on how to enter and succeed in the professional services industry. As companies look to improve profits that have been eroded by declining product margins, a move into professional services has been the right answer for many. This book can help you make the move!” Natalie Buford-Young, President, The Rainfield Group About the Book: Despite vast changes in the economy since the 2008 financial crisis, the global consulting and outsourcing services markets remain robust and offer substantial growth opportunities. While many companies retrench in the face of chaos, leading management consulting firms and IT service providers are seizing the opportunity to adapt to the new business environment, stay relevant to clients, overcome sales and delivery obstacles, and close new business opportunities. To that end, Selling Professional Services to the Fortune 500 explains how to get in the door, whom to target, and how to build the right relationships. An operations and finance executive who has worked with the industry’s top firms, Gary S. Luefschuetz leads you through the process of successfully selling to the world’s biggest companies. He provides expert insight into every element of the sales cycle—from picking your delivery sweet spots to engaging with corporate procurement organizations to understanding the dynamics of the negotiation process. With Selling Professional Services to the Fortune 500, you have what you need to: Expand your delivery footprint Create brand awareness Provide a full suite of services across the consulting lifecycle Build and maintain trusted advisor relationships Develop a robust sales pipeline Manage stakeholders throughout the sales and delivery cycle The opportunities in the global consulting and outsourcing services markets have attracted an abundance of new providers, so competition is fiercer than ever. As a result, pricing structures are heavily scrutinized and many services are being viewed as commodities by aggressive corporate procurement organizations. Selling Professional Services to the Fortune 500 helps you price your service offerings accordingly and maintain your competitive edge.
Selling Professional And Financial Services Handbook
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Author : Scott Paczosa
language : en
Publisher: John Wiley & Sons
Release Date : 2013-11-11
Selling Professional And Financial Services Handbook written by Scott Paczosa 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 2013-11-11 with Business & Economics categories.
An effective strategic framework for successful face-to-face selling for financial services industry professionals Times are very tough for people who sell professional services and Selling Professional and Financial Services Handbook offers a new solution proven in practice. The book describes methods the authors have used and taught since the 1990s, most recently at a major consulting firm, where they led a Global Business Development team to revenue gains of 500% over six years — in a period that included the recession of 2008-10. The solution is not any new twist on face-to-face selling techniques or the art of persuasion. It’s a strategic approach built around a simple fact: the markets are tight but far from static. Even with lean budgets, client companies must respond to urgent changes and emerging threats in their industries. Thus they will buy services from the sellers who can help them detect, understand, and cope with what’s coming their way. This handbook outlines a systematic way of becoming such a valued resource. Readers learn to scan the horizon for early signs of “rock-ripple events.” Major changes in the business world often spring from new developments that are little noted or heeded, at first, by the client companies soon to be affected by them. But like a rock dropped in a pond, these events set off ripples that sweep through entire industry sectors, creating must-have service needs. The book is written for everyone who sells, or is responsible for selling, professional services. This includes but is not limited to: law firms, consulting firms, finance industry, public relations, engineering, and architectural services. Readers who can benefit from the dynamic approach hold a variety of positions. They include: Attorneys, consultants and other practitioners who must sell their services as well as execute. CEOs, equity partners, practice-area leaders, functional and divisional leaders Private Equity or Venture Capital executives Sales or business-development professionals, from entry level to senior level Sales and marketing managers But the book is for sellers in every category who need a new and better approach to selling. Many, even the most skilled, simply have not adjusted to the new normal of today’s economy. They persist with old strategies that cannot be as productive as they once were, such as pursuing one-off opportunities (which are too few and too hard to win in lean times) or old-style “relationship selling” (which gains little if any traction). Selling Professional and Financial Services Handbook gives all such readers a new strategic framework within which to apply their face-to-face selling skills. It is an approach that puts them in position to win — so they can sell from ahead of the game, instead of struggling to keep up with it.
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.
How Clients Buy
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Author : Tom McMakin
language : en
Publisher: John Wiley & Sons
Release Date : 2018-02-14
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 2018-02-14 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.
Never Say Sell
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Author : Tom McMakin
language : en
Publisher: John Wiley & Sons
Release Date : 2020-10-27
Never Say Sell 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 2020-10-27 with Business & Economics categories.
Learn the secrets of how recurring revenue is driven at expert firms like BCG, KPMG, EY, and more Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships explains how to scale individual engagements into long-term business relationships. Cowritten by Tom McMakin, the coauthor of How Clients Buy and expert in account development, and colleague Jacob Parks, this book provides insights from key rainmakers at firms like Accenture, IBM, and more into how they drive growth from existing relationships. Never Say Sell is a business development guide for professional service providers like consultants, accountants, and lawyers, whether they are sole proprietors or members of account teams tasked with expanding key accounts. Doing good work with existing clients is not enough to have them come back to you again and again. You must do more. This book explores the techniques and methods that leading professional service providers use to add value, cross sell, and drive recurring revenue from existing engagements. Never Say Sell will help you turn one-and-done clients into some of your most exciting and lucrative relationships. It is a must-have for any professional who benefits from repeat business.
Selling Your Expertise
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Author : Robert Chen
language : en
Publisher: John Wiley & Sons
Release Date : 2022-04-12
Selling Your Expertise written by Robert Chen 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 2022-04-12 with Business & Economics categories.
Wall Street Journal bestseller Build your book of business and sell more services with this expert guide for knowledge professionals How do rainmakers consistently and continuously sell their ideas and grow their client base? What is the secret to their ongoing success? Whether they are in accounting, consulting, investment banking, law, or any other type of professional service, it’s not just their knowledge, experience, and unique services that set them apart. They succeed by adopting the mindset, mastering the strategies, and employing the tactics at the heart of rainmaking. In Selling Your Expertise: The Mindset, Strategies, and Tactics of Successful Rainmakers, veteran communications, sales, and leadership consultant Robert Chen provides a practical guide to selling knowledge-based services in a market that demands credibility and subject-matter authority. Chen and his colleagues at Exec|Comm have helped hundreds of thousands of professionals learn to sell, influence, and negotiate more effectively. This book condenses Chen’s first-hand experience and over 40 years of Exec|Comm’s best sales advice, along with interviews featuring other successful rainmakers from a variety of professions and industries. Whether you’re a national practice partner at a Big Four consulting firm or an independent attorney just starting out, this book equips you with the real-life knowledge you need to: Develop a client-focused mindset to help build a thriving book of business Use effective strategies to find your ideal prospects and turn them into long-term clients, using concrete metrics to assess whether you’re on the right track Apply practical tactics to build a trusted reputation, sharpen communication skills, manage the challenges of not having enough time to sell, and push beyond obstacles The perfect book for consultants, investment bankers, lawyers, research analysts, and accountants, Selling Your Expertise is an invaluable resource for any professional who makes a living by selling solutions to their clients’ most pressing needs.
Black Enterprise
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Author :
language : en
Publisher:
Release Date : 1991-06
Black Enterprise written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1991-06 with categories.
BLACK ENTERPRISE is the ultimate source for wealth creation for African American professionals, entrepreneurs and corporate executives. Every month, BLACK ENTERPRISE delivers timely, useful information on careers, small business and personal finance.
Selling Professional And Financial Services Handbook
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Author : Scott Paczosa
language : en
Publisher:
Release Date : 2014
Selling Professional And Financial Services Handbook written by Scott Paczosa and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014 with Financial services industry categories.
Winning In The Invisible Market
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Author : Robert A. Potter
language : en
Publisher: R. A. Potter Advisors LLC
Release Date : 2003
Winning In The Invisible Market written by Robert A. Potter and has been published by R. A. Potter Advisors LLC this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003 with Business & Economics categories.
How are successful, professional service providers selling and winning new business in these turbulent times? Potter has found that the way to win is to engage clients before they look for service providers. This book provides a map and navigation tools to penetrate and capture new business.
Consultative Selling For Professional Services
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Author : Richard White
language : en
Publisher: CreateSpace
Release Date : 2014-03-23
Consultative Selling For Professional Services written by Richard White and has been published by CreateSpace this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-03-23 with Business & Economics categories.
Learn how to sell without being pushy. This book will enable you to develop the mindset that is key to being effective at sales, without abandoning your integrity or your status as a trusted adviser. You will gain insights and easy to implement strategies that will help you win more profitable clients, increase income from existing clients, and feel comfortable with selling. Many professionals see sales as a dirty word, and yet to achieve higher levels of financial success and career progression in the world of professional services, you need to be able to find profitable work for both yourself and your associates. Richard White, founder of TheAccidentalSalesman.com, brings you the essence of 17 years of research and experience experience that enabled him to build powerful and loyal clients for the IT consulting firm he worked with. Richard has trained and mentored thousands of trusted advisers to be more effective at selling professional services and to enjoy the process! Today he supports the sales growth of clients ranging from small businesses to blue chip organisations.