Waugh T. 101 Marketing Strategies for Accounting, Law, Consulting, and Professional Services Firms
размером 2,92 МБ
Добавлен пользователем out, дата добавления неизвестна
John Wiley & Sons, 2004. - 289 pages. ISBN-10: 0471651109In 101 Marketing Strategies for Accounting, Law, Consulting, and Professional Services Firms, Troy Waugh covers the same successful selling process taught at The Rainmaker Academy, the leadership and business development program he founded. Graduates of the Academy have attracted more than $300 million to their firms as a result of Troy’s program. 101 Marketing Strategies for Accounting, Law, Consulting, and Professional Services Firms sets out to build professionals who can sell, rather than sellers who happen to sell law or accounting services. Senior associates and partners of accounting, law, consulting, and other professional business services can find proven strategies and know-how for mastering Waugh’s three levels of selling: the development of the relationship, the buying process of the client, and the selling process of the professional. Presented in a "blueprint" format, the book presents complete sections on each phase of the selling process, which are organized so readers can judge where they are in the crosscurrents of relationship development and the buying process of the client. Short, pointed articles largely taken from the author’s successful experience with selling situations are presented to help professionals grasp the essence of each topic. Relationship development and the buying process of the client are paramount to successful selling. 101 Marketing Strategies for Accounting, Law, Consulting, and Professional Services Firms describes why all selling techniques are not effective in every phase of the relationship process. In fact, the same strategies that are effective in the decision phase of a relationship can come across as pushy, arrogant, and self-interested if used in the discovery phase. The professional who can sell is the master of his or her destiny. The professional who cannot sell will have a hard time moving ahead. With 101 Marketing Strategies for Accounting, Law, Consulting, and Professional Services Firms, all professionals can measure success, not by how much they know about selling but by the results they get through what they do about selling.
Чтобы скачать этот файл зарегистрируйтесь и/или войдите на сайт используя форму сверху.
2nd ed. — Wiley, 2010. — 707 p. — ISBN: 047052829X, 9780470528297.
The bestselling first edition of Project Management Best Practices: Achieving Global Excellence set the course for project managers navigating the increasingly challenging task of working within global corporations and with distant and diverse work teams. This new edition carries that tradition to the next step,...
Bloomberg Press, 2003. - 288 Pages.
Powerful new forces are reshaping the business world and the role of the manager in making effective strategic choices is increasingly demanding. This book shows today's manager how to create and sustain a dynamic, profitable business with techniques to support effective decisions. It evaluates the tools, tactics, and techniques for making...
Wiley, 2005. - 306 Pages.
Trusted advice on successful consulting from the authors of the bestselling Guerrilla Marketing series Consulting is entering the era of the guerrilla client-buyers with a glut of information at their fingertips and doubts about the value consultants add. Guerrilla Marketing for Consultants is the first book to reveal how guerrilla marketing can...
CIMA Publishing – 2008, 748 pages
ISBN: 0750686219, 9780750686211
This book brings together practical information on legislation, primary sources, codes and best practice guidance in one volume. A practical handbook for business directors who wish to minimise financial, legal and reputational risks. It combines all matters concerning corporate governance with due diligence...
2nd ed. Hoboken, New Jersey: John Wiley & Sons, Inc., 2004. – 318 pages.
In two short years this book has become such a mainstay of those entering the consulting profession that the publisher and I decided to revise it so that it contains the most up-to-date information possible. I’ve also added a new Quick Start chapter to accelerate the start-up for those of you prepared to...
СПб.: Питер, 2007. — 338 с. — ( Консалтинг). — ISBN 978-5-91180-306-3.
Считается, что «7 основ консалтинга» — это книга, без которой не может обойтись ни один консультант, если он действительно хочет считаться специалистом в своей профессии. Это признанный бестселлер среди практических руководств по консалтингу, полноценный путеводитель по процессу консультирования: книга...