How to Win Client Business When You Don't Know Where to Start: A Rainmaking Guide for Consulting and Professional Services by Doug Fletcher

How to Win Client Business When You Don't Know Where to Start: A Rainmaking Guide for Consulting and Professional Services

by Doug Fletcher

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Business & FinancePersonal Growth & Leadership

If you work in consulting or another professional-services firm, sooner or later the job includes bringing in clients, not only serving them. Doug Fletcher, a co-author of How Clients Buy, writes for people who don't know where to start, and he sets his guide alongside David Maister's The Trusted Advisor and Ford Harding's Rain Making.

Core ideas
  • Five skills: In Fletcher's account, generating new business takes five distinct skills, and the book is organized around them.
  • Not all effort is equal: A framework ranks the ways you can generate new business, from the most efficient approach down to the least.
  • The short version: The book closes by condensing its main lessons into a short summary.
Published2021
Pages240
ISBN9781119676904
ReadJan 2023

Connected to 4 other books

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How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services by Tom McMakin How Clients Buy Tom McMakin Read Jan 2023 Selling a service isn't like selling a product, and the book is for experts trained in their craft, not in sales. The Snowball System: How to Win More Business and Turn Clients into Raving Fans by Mo Bunnell The Snowball System Mo Bunnell Read Jan 2023 Be strategically helpful, build steady habits, and let the results compound like a snowball. Building A Story Brand by Donald Miller Building A Story Brand Donald Miller Read Feb 2020 Donald Miller's argument is that businesses lose customers by talking about themselves. Stand Out: How to Find Your Breakthrough Idea and Build a Following Around It by Dorie Clark Stand Out Dorie Clark Clark's argument is that doing excellent work won't, on its own, get you recognized as an expert.