{"product_id":"selling-professional-and-financial-services-handbook-website-isbn-9781118728147","title":"Selling Professional and Financial Services Handbook, + Website","description":"\u003cp\u003e\u003cb\u003eAn effective strategic framework for successful face-to-face selling for financial services industry professionals\u003cbr\u003e \u003c\/b\u003e\u003cbr\u003e Times are very tough for people who sell professional services and \u003ci\u003eSelling Professional and Financial Services Handbook\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eThe 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.\u003c\/p\u003e \u003cp\u003eThis 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.\u003c\/p\u003e \u003cp\u003eThe 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.\u003c\/p\u003e \u003cp\u003eReaders who can benefit from the \u003ci\u003edynamic\u003c\/i\u003e approach hold a variety of positions. They include:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eAttorneys, consultants and other \u003ci\u003epractitioners who must sell their services as well as execute\u003c\/i\u003e.\u003c\/li\u003e \u003cli\u003eCEOs, equity partners, practice-area leaders, functional and divisional leaders\u003c\/li\u003e \u003cli\u003ePrivate Equity or Venture Capital executives\u003c\/li\u003e \u003cli\u003eSales or business-development professionals, from entry level to senior level\u003c\/li\u003e \u003cli\u003eSales and marketing managers\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eBut the book is for sellers in every category who \u003ci\u003eneed\u003c\/i\u003e 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). \u003ci\u003eSelling Professional and Financial Services Handbook\u003c\/i\u003e 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.\u003c\/p\u003e  \u003cp\u003ePreface xi\u003c\/p\u003e \u003cp\u003eAcknowledgments xiii\u003c\/p\u003e \u003cp\u003eA New Way to Sell 1\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 Changing Times, a New Dimension: The Rock-Ripple Strategy 3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIt’s All about Recognizing Change 4\u003c\/p\u003e \u003cp\u003eWhat the Man on the Doorstep Did 6\u003c\/p\u003e \u003cp\u003eSense the Wave, Trace the Ripples 7\u003c\/p\u003e \u003cp\u003eThe Rock-Ripple Effect 9\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 Fields of Vision, New Relationships: On Being a Guru 11\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Doesn’t Work; What Does 11\u003c\/p\u003e \u003cp\u003eBuilding Guru Status 13\u003c\/p\u003e \u003cp\u003eCreative Solutions 14\u003c\/p\u003e \u003cp\u003eWhat’s Next? 16\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 The Four-Stage Process: Why and How It Works 17\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhy the First Mover Wins 17\u003c\/p\u003e \u003cp\u003eGetting Started, from Wherever You May Currently BE 21\u003c\/p\u003e \u003cp\u003eHow the Stages Work 22\u003c\/p\u003e \u003cp\u003eStage 1: IDENTIFY\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 The Identify Stage: What to Look For 33\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Industrial Mindset 33\u003c\/p\u003e \u003cp\u003eDefining and Thinking about What to Look For 35\u003c\/p\u003e \u003cp\u003eExperiments in Mind Stretching 38\u003c\/p\u003e \u003cp\u003eDrawing Parallels 40\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 The Identify Stage: How to Look Systematically 43\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Entrepreneurial Mindset 43\u003c\/p\u003e \u003cp\u003ePutting Yourself in the Path 44\u003c\/p\u003e \u003cp\u003eTapping the Internet 44\u003c\/p\u003e \u003cp\u003eTapping Human Intelligence 46\u003c\/p\u003e \u003cp\u003eNarrowing Down and Homing In: How the Identify Process Comes Together 47\u003c\/p\u003e \u003cp\u003eMoving On 48\u003c\/p\u003e \u003cp\u003eStage 2: EVALUATE\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 Intro to Evaluation: Basics and the First Step 53\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Process: First Things First 54\u003c\/p\u003e \u003cp\u003eLost in Space 56\u003c\/p\u003e \u003cp\u003eOther Possible Outcomes 56\u003c\/p\u003e \u003cp\u003eNumbers versus Judgment 57\u003c\/p\u003e \u003cp\u003eMoving On 58\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Deeper Evaluation 59\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEvaluation Points 59\u003c\/p\u003e \u003cp\u003eGetting to “No” 63\u003c\/p\u003e \u003cp\u003eA Note on Strategy versus Sales Skills 65\u003c\/p\u003e \u003cp\u003e“Yes,” Plus Continuous Improvement 66\u003c\/p\u003e \u003cp\u003eEvery Step Counts 68\u003c\/p\u003e \u003cp\u003e“Yes” Plus One for the Portfolio 68\u003c\/p\u003e \u003cp\u003eStage 3: INNOVATE\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 Innovation and Preparation 73\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhere You Stand in the Process 74\u003c\/p\u003e \u003cp\u003eInnovating the Solution 74\u003c\/p\u003e \u003cp\u003eThe Multilayered Benefits of Innovation 76\u003c\/p\u003e \u003cp\u003eInnovating the Campaign 77\u003c\/p\u003e \u003cp\u003eBuilding the Package for the Sales Force 78\u003c\/p\u003e \u003cp\u003eBackground Materials 79\u003c\/p\u003e \u003cp\u003eTargeting 80\u003c\/p\u003e \u003cp\u003eThe Message and the Talk Track 81\u003c\/p\u003e \u003cp\u003eThe Professional Team and Qualifications 82\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 Top-of-Mind Awareness Tools and Launch 83\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eParallel Marketing Efforts for Persistent Issues 85\u003c\/p\u003e \u003cp\u003eTargets, Tracking, Reporting 86\u003c\/p\u003e \u003cp\u003eThe Launch Call 86\u003c\/p\u003e \u003cp\u003eStage 4: DEPLOY\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 Transforming How You Sell: What’s New, What Isn’t 91\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Game Plan, Not Basic Coaching 92\u003c\/p\u003e \u003cp\u003eWhat You Are Setting Out to Do in the Deploy Stage 93\u003c\/p\u003e \u003cp\u003eTransformation, Not a Blitz 94\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 11 Steps to Full Deployment 97\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTracking, Refining, and Extending the Initiative 97\u003c\/p\u003e \u003cp\u003eWhat’s Next, What’s Next? 99\u003c\/p\u003e \u003cp\u003eInitiatives May End, but the Process Doesn’t 100\u003c\/p\u003e \u003cp\u003eBuilding Relationships with Content Tools and Events 101\u003c\/p\u003e \u003cp\u003eSelling to Both Sides of the Client 103\u003c\/p\u003e \u003cp\u003eRoundtables and Other “Scale” Outreach Events 105\u003c\/p\u003e \u003cp\u003eKeep It Simple 107\u003c\/p\u003e \u003cp\u003eExtending Relationships into Other Initiatives 108\u003c\/p\u003e \u003cp\u003eThe Multiplier Effect and the Small-World Effect 108\u003c\/p\u003e \u003cp\u003eIndirect Sales: The Ultimate Payoff 109\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 12 Hunting or Farming? It’s Both: An Approach for New and Existing Clients 113\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Downsides of Account-Centric Farming (and Why Rock-Ripple Is Superior) 115\u003c\/p\u003e \u003cp\u003eEfficiencies on the Hunting Side 118\u003c\/p\u003e \u003cp\u003eWhere the Differences Come In 119\u003c\/p\u003e \u003cp\u003eIndirect Sales: The Big Difference 122\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 13 Where to Go from Here 125\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBoarding Call: The Destination, the Ticket 126\u003c\/p\u003e \u003cp\u003eIt Always Starts with What’s Next 127\u003c\/p\u003e \u003cp\u003eImplementing for an Individual 130\u003c\/p\u003e \u003cp\u003eImplementing across a Team 132\u003c\/p\u003e \u003cp\u003eImplementing across a Firm 136\u003c\/p\u003e \u003cp\u003eWhat’s Next? 137\u003c\/p\u003e \u003cp\u003eAppendix A: Books for Further Reading 139\u003c\/p\u003e \u003cp\u003eAppendix B: Strategic Initiative Checklist 143\u003c\/p\u003e \u003cp\u003eAppendix C: Key Concept: ROCK-RIPPLE 149\u003c\/p\u003e \u003cp\u003eAppendix D: The Four-Stage Process 153\u003c\/p\u003e \u003cp\u003eAppendix E: Idea-Starters and Tools 159\u003c\/p\u003e \u003cp\u003eAbout the Companion Website 165\u003c\/p\u003e \u003cp\u003eAbout the Authors 167\u003c\/p\u003e \u003cp\u003eIndex 169\u003c\/p\u003e    \u003cp\u003e\u003cb\u003eSCOTT PACZOSA\u003c\/b\u003e is a Managing Director in the Chicago office of Navigant Consulting, Inc., with a global leadership role in strategic initiatives, identifying emerging issues and developing strategic responses to breaking market developments. Mr. Paczosa has spent over twenty years coordinating a wide array of services to clients from Fortune 10 corporations to law firms, and across numerous industries including banking and finance, healthcare and pharma, energy, insurance, steel, and transportation. These services have included investigative and litigation services, expert witness testimony, restructuring, valuation, strategy, M\u0026amp;A, performance improvement, due diligence, compliance, and innovative risk-reduction. He frequently works with corporate executives and attorneys from leading law firms to develop innovative solutions for complex issues, both in domestic and international markets. Mr. Paczosa has been intimately involved in developing the firm's approach to assisting clients impacted by the turmoil of the credit crisis. Mr. Paczosa has also been heavily involved in the data breach, healthcare, antitrust, white-collar, mortgage servicing, securities initiatives, and key account program to name a few. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eCHUCK PERUCHINI\u003c\/b\u003e is a Managing Director in the Chicago office of Navigant Consulting, Inc. He has sixteen years of experience providing clients with a range of financial advisory services, such as litigation support, valuation, restructuring, and investment banking services. At Navigant, Mr. Peruchini is focused on developing innovative strategic initiatives. Working with practitioners across the firm, he applies the strategies depicted in this book to translate emerging issues into innovative solutions for clients' most pressing needs. Mr. Peruchini is an inaugural inductee into Navigant's Client Service Hall of Fame.     \u003c\/p\u003e\u003cp\u003e\u003cb\u003eSelling Professional and Financial Services Handbook\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eTimes are very tough for people who sell professional services, but \u003ci\u003eSelling Professional and Financial Services Handbook\u003c\/i\u003e 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 2008–2010. \u003c\/p\u003e\u003cp\u003eThe solution is not just a 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. \u003c\/p\u003e\u003cp\u003eThis \u003ci\u003eHandbook\u003c\/i\u003e 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. \u003c\/p\u003e\u003cp\u003eThere are endless variations on the theme. The \u003ci\u003eHandbook\u003c\/i\u003e is filled with stories showing how almost anyone, in any line of professional services, can apply the same basic approach repeatedly to get ahead of the pack on recurring waves of new business opportunities.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990004941029,"sku":"NP9781118728147","price":60.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781118728147.jpg?v=1761786185","url":"https:\/\/k12savings.com\/es\/products\/selling-professional-and-financial-services-handbook-website-isbn-9781118728147","provider":"K12savings","version":"1.0","type":"link"}