Creating New Clients: Marketing and Selling Professional Services [Paperback]

A manual which aims to teach managers how to get the best results when dealing with potential new clients.

Accountants, Lawyers and engineers rarely enter their professions with a secret desire to become salespeople. Over time, however, they can become less involved in the technical aspects of their work and more involved in managing client relationships. Before long, the professional has a responsibility for income generation and then, almost imperceptibly, for bringing in new clients. Nowadays, in many firms, if a person cannot bring in quality work from new clients, his or her career prospects will be severely limited. --This text refers to an alternate Paperback edition.

Creating New Clients has been written to help professionals generate more work for their organisations. Clearly and concisely, it outlines the skills required for maximum success in marketing and selling the professional service firm. --This text refers to an alternate Paperback edition.

Between them, the authors have worked in selling and sales management for over 60 years, and in consulting with professional service firms for more than 25 years. Here, they have distilled their experience into a logical, step-by-step method which has been proved to generate results. --This text refers to an alternate Paperback edition.