The Professional's Guide to Business Development
How to Win Business in the Professional ServiceseBook - 2013
When buying professional services, most clients will assume that you are competent in your field. They are therefore not hiring you mainly on the basis of your expertise but on factors such as price, and whether they want to do business with you. To minimise the issue of cost, you need to ensure that the benefits of working with you are clear to your customers. You need to move from transactional relationships towards partnership ones, and you need to identify the right prospects in the first place. The ability to ascertain, quickly and accurately, what drives your customer's decisions and to.
Publisher: London ; Philadelphia, Pa. : Kogan Page, 2013
Characteristics: 1 online resource
Alternative Title: How to win business in the professional services