Title The professional's guide to business development : how to win business in the professional services / Stephen Newton.

Publication Info.

London ; Philadelphia, Pa. : Kogan Page, 2013.

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Location	Call No.	Status
Rocky Hill - Downloadable Materials	EBSCO Ebook	Downloadable
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Description	1 online resource
Note	Title from title screen.
Bibliography	Includes bibliographical references and index.
Contents	Choosing your ground -- In a perfect world ... -- Locating your perfect clients -- Your brand : development and management -- Conversation is the new PowerPoint -- The wiring diagram of the client firm : seeing the influence connections -- Maximizing success in your meetings -- Managing your delivery and the client's expectations -- Winning referrals and repeat business -- Building systems into your business -- Putting it all together : a one-month implementation plan.
Summary	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.
Subject	Professions.
	Branding (Marketing)
	Small business -- Management.
	Success in business.
	BUSINESS & ECONOMICS -- Industrial Management.
	BUSINESS & ECONOMICS -- Management.
	BUSINESS & ECONOMICS -- Management Science.
	BUSINESS & ECONOMICS -- Organizational Behavior.
	BUSINESS & ECONOMICS -- Corporate Governance.
	BUSINESS & ECONOMICS -- Leadership.
	BUSINESS & ECONOMICS -- Organizational Development.
	BUSINESS & ECONOMICS -- Workplace Culture.
	Branding (Marketing) (OCoLC)fst01743755
	Professions. (OCoLC)fst01078551
	Small business -- Management. (OCoLC)fst01121306
	Success in business. (OCoLC)fst01137062
Genre/Form	Electronic books.
Added Title	How to win business in the professional services
Other Form:	Print version: Newton, Stephen. Professional's Guide to Business Development : How to Win Business in the Professional Services. London : Kogan Page, ©2012 9780749466534
ISBN	9780749466541 (ebook)

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Title The professional's guide to business development : how to win business in the professional services / Stephen Newton.

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