{"product_id":"how-to-win-client-business-when-you-dont-know-where-to-start-isbn-9781119676904","title":"How to Win Client Business When You Don't Know Where to Start","description":"\u003cp\u003e\u003cb\u003eDramatically grow your client base following pragmatic and insightful advice by bestselling author Doug Fletcher\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eHow to Win Client Business When You Don't Know Where to Start: A Rainmaking Guide for Consulting and Professional Services\u003c\/i\u003e serves as an invaluable and indispensable guide for everyone in the business of selling professional and consulting services. Author Doug Fletcher dives deeply into the five skills required to \"make it rain\":\u003c\/p\u003e \u003cul\u003e \u003cli\u003eCreate Your Personal Brand Identity\u003c\/li\u003e \u003cli\u003eDemonstrate Your Professional Expertise\u003c\/li\u003e \u003cli\u003eBuild Your Professional Ecosystem\u003c\/li\u003e \u003cli\u003eDevelop Trust-Based Relationships\u003c\/li\u003e \u003cli\u003ePractice Everyday Success Habits\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003ci\u003eHow to Win Client Business When You Don't Know Where to Start\u003c\/i\u003e provides a masterclass in teaching the practical techniques and concrete strategies that professional services providers were never taught in school or on the job. Pragmatic lessons take the place of the vaguely defined principles found in competing books to turn readers from sales novices into rainmakers.\u003c\/p\u003e \u003cp\u003eWritten by the same celebrated author who brought readers the best-selling book How Clients Buy, How to Win Client Business When You Don't Know Where to Start is perfect for any professional services provider or consultant who seeks to dramatically increase their book of business.\u003c\/p\u003e \u003cp\u003eIntroduction: Selling a Service Is Different (and Harder) Than Selling a Product 1\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 1: If I’m So Smart, Why Do I Feel So Stupid about Selling?\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1 Things Rainmakers Do That Most of Us Don’t: The Five Rainmaker Skills Universities Don’t Teach Us and Our Firms Don’t Train Us 7\u003c\/p\u003e \u003cp\u003e2 How Clients Buy Understanding the Client’s Buying Decision Journey 17\u003c\/p\u003e \u003cp\u003e3 Where Clients Come From Understanding the Key Client Pathways 25\u003c\/p\u003e \u003cp\u003e4 Rainmaking for Introverts and People Who Don’t Want to Sell Winning Client Business While Being True to Yourself 35\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 2: The Five Skills We Must Learn If We Want to Become a Rainmaker\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSkill 2: Create Your Personal Brand Identity 43\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e5 Decide What You Want to Be Known For and Who You Wish to Serve You Can Be Known for Anything, But You Can’t Be Known for Everything 45\u003c\/p\u003e \u003cp\u003e6 The Power of Focus The Key to Being Remembered 53\u003c\/p\u003e \u003cp\u003e7 Choosing Your Specialty Shrink the Pond Until You’re a Big Fish 61\u003c\/p\u003e \u003cp\u003e8 You Can’t Sell Beyond Your Credibility Zone The Cautionary Tale of EDS 69\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSkill 2: Demonstrate Your Professional Expertise 75\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e9 How Clients Tell Who the Real Experts Are Clients Need Clues That We Are Really Good at What We Do 77\u003c\/p\u003e \u003cp\u003e10 How to Toot Your Own Horn without Looking Like a Jerk Proven Techniques for Demonstrating Your Expertise 85\u003c\/p\u003e \u003cp\u003e11 Using LinkedIn to Build Your Credibility It Won’t Make the Cash Register Ring, So What’s It Good For? 95\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSkill 3: Build Your Professional Ecosystem 101\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e12 The Two Hundred People You Need to Know The Closest Thing to Knowing Something Is Knowing Where to Find It 103\u003c\/p\u003e \u003cp\u003e13 Does Cold-Calling Work? And What to Do if It Doesn’t Remember What Mom Said: Don’t Talk to Strangers! 109\u003c\/p\u003e \u003cp\u003e14 Making Friends in a Natural Way How to Get an Introduction without Seeming Pushy 117\u003c\/p\u003e \u003cp\u003e15 I Can’t See the Forest for the Trees Segmenting Your Ecosystem into Three Distinct Groups 125\u003c\/p\u003e \u003cp\u003e16 Why Advertising Doesn’t Work for Us Leveraging Your Firm’s Brand Reputation and What to Do When You Don’t Have One 131\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSkill 4: Develop Trust-Based Relationships 139\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e17 What Is Trust and Where Does It Come From? Do Clients Really Hire People They Like? 141\u003c\/p\u003e \u003cp\u003e18 Conversation Skills for Introverts (and the Rest of Us, Too) Using Small Talk to Find Common Ground 149\u003c\/p\u003e \u003cp\u003e19 The Art of Keeping in Touch Finding Opportunities to Be Thoughtful and Helpful 155\u003c\/p\u003e \u003cp\u003e20 Transparency Is Good, Right? How and When to Be Transparent 163\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSkill 5: Practice Everyday Success Habits 171\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e21 The Daily Habits of Successful Rainmakers The One Hour Each Day That Will Build Your Career 173\u003c\/p\u003e \u003cp\u003e22 Making the Rainmaker Skills Stick 66 Days That Will Shape Your Future 179\u003c\/p\u003e \u003cp\u003e23 Finding Your Rainmaker M.O. Building a Rainmaker System That Works for You 187\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 3: The Rainmaker’s Journey\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e24 Thoughts on Becoming a Rainmaker Stop Trying to Be Wonder Woman or Superman 195\u003c\/p\u003e \u003cp\u003e25 Finding the Work That You Love And What to Do When You Don’t 201\u003c\/p\u003e \u003cp\u003e26 A High Road with a Long View Parting Words as You Begin Your Rainmaker Journey 207\u003c\/p\u003e \u003cp\u003eAppendix A: The Rainmaker Skills Self-Test\u003c\/p\u003e \u003cp\u003eWhat Are My Rainmaker Strengths and Weaknesses? 213\u003c\/p\u003e \u003cp\u003eRecommended Reading 217\u003c\/p\u003e \u003cp\u003eAcknowledgments 219\u003c\/p\u003e \u003cp\u003eAbout the Author 221\u003c\/p\u003e \u003cp\u003eIndex 223\u003c\/p\u003e \u003cp\u003e\u003cb\u003eDOUG FLETCHER\u003c\/b\u003e is a speaker, writer, and educator on the topic of business development in professional services and consulting. He is co-author of How Clients Buy and serves on the Board of Directors of The Beacon Group.\u003c\/p\u003e  \u003cp\u003eAlthough it’s never taught in school, the ability to secure client business is crucial to the success of everyone in professional services. Many professionals go into their chosen career with extraordinarily little idea of how to go about recruiting new business, however, and struggle to advance in their careers because of it.\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003eHow to Win Client Business When You Don’t Know Where to Start,\u003c\/i\u003e business development expert and consultant Doug Fletcher delivers a masterclass in the practical techniques and concrete strategies that professional services providers need to transform their ability to maintain and grow their book of business. \u003c\/p\u003e\u003cp\u003eThe book contains pragmatic lessons on how to transition from sales novice to rainmaker by delving deeply into the five skills required for busines development mastery: creating your personal brand identity, demonstrating your professional expertise, building your professional ecosystem, developing trust-based relationships, and practicing everyday success habits. \u003c\/p\u003e\u003cp\u003eWritten by the same celebrated author who brought you the best-selling\u003ci\u003e How Clients Buy, How to Win Client Business When You Don’t Know Where\u003c\/i\u003e to Start offers you the opportunity to develop your rainmaking abilities by choosing your niche, understanding client needs and creating solutions, doing amazing work, caring for clients, and more. \u003c\/p\u003e\u003cp\u003ePerfect for any professional services provider or consultant who seeks to dramatically increase their book of business, How to Win Client Business When You Don’t Know Where to Start will also earn a place in the libraries of principals, directors, managers, and other leaders at consultancies of all types and sizes who wish to improve their followers’ ability to recruit new clients.  \u003c\/p\u003e\u003cp\u003ePraise for \u003cb\u003e\u003ci\u003eHow to Win Client Business When You Don’t Know Where to Start\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“Doug continues to be a generational thought leader in the professional services world. In \u003ci\u003eHow to Win Client Business\u003c\/i\u003e he takes on arguably the hardest part of the job, building new client relationships. At last, required reading for my developing leaders.” \u003c\/p\u003e\u003cp\u003e\u003cb\u003e—Cliff Farrah,\u003c\/b\u003e President and CEO, The Beacon Group \u0026amp; author of \u003ci\u003eGrowing the Top Line\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e“This book is destined to become a classic in the tradition of David Maister’s \u003ci\u003eThe Trusted Advisor.\u003c\/i\u003e A must read.” \u003c\/p\u003e\u003cp\u003e\u003cb\u003e—Don Scales,\u003c\/b\u003e Global CEO, Investis Digital \u0026amp; co-author of\u003ci\u003e How to Lead a Values-Based Professional Services Firm\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e“Doug Fletcher’s \u003ci\u003eHow to Win Client Business\u003c\/i\u003e makes you feel like you just got the best advice from a dear friend you love and respect. In an era of business development that has become over-automated and impersonal, it’s refreshing to have a resource like this to remind us that we’re not robots—we’re human beings. An absolute must read—practical, tactical and inspirational—for anyone who wants to reconnect with what makes their heart sing doing work they love.” \u003c\/p\u003e\u003cp\u003e\u003cb\u003e—Terry Pappy,\u003c\/b\u003e Host of the Simplify \u0026amp; Multiply podcast, author and coach \u003c\/p\u003e\u003cp\u003e“Doug, in his successful follow up to \u003ci\u003eHow Clients Buy,\u003c\/i\u003e has created an essential client development handbook for all consultants. He masterfully cuts through the noise and uncertainty of how to win client business by imparting the wisdom and techniques that seems so natural to rainmakers. This humanistic approach to winning business through building your brand, your unique market and ‘trusted advisor’ relationships is truly insightful. Doug has explored the psychology and methodology of winning client’s business through straight talk and real-world stories. In short, he nailed it!”  \u003c\/p\u003e\u003cp\u003e\u003cb\u003e—Pete Sackleh,\u003c\/b\u003e CEO, SolutionSpark™ \u0026amp; former Managing Director, Deloitte\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989385396453,"sku":"NP9781119676904","price":29.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119676904.jpg?v=1761783906","url":"https:\/\/k12savings.com\/es\/products\/how-to-win-client-business-when-you-dont-know-where-to-start-isbn-9781119676904","provider":"K12savings","version":"1.0","type":"link"}