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Grow Your Service Firm [Paperback]

Robert Craven
4.7 out of 5 stars  See all reviews (32 customer reviews)
RRP: 14.99
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Book Description

8 Nov 2011

Are you great at doing your skill but aren’t so sure about how to get more/better clients?
Do you wonder why you don’t get the results you feel you deserve?

If you’re not selling a tangible product, it can be hard to market your business.

However, if you cannot attract clients then you will have no business.

Robert Craven, who works with ambitious directors of fast-growing businesses, helps you identify the benefits of your service business to enable you to secure a reliable ‘sales funnel’ of leads to your business. After all, unless you know why people buy from you – rather than a competitor – then you cannot present your business in a way that appeals to their needs.

The number of professional service businesses or service firms is enormous. Service businesses include everything from an accountant, an artist, an acting coach, an advertising consultant through to a Zen Buddhism teacher or an independent zoo inspector. The list is endless. The principle behind growing them is, however, the same.

Robert Craven’s work on marketing and strategy has been acted upon by thousands of growing businesses. Here, in Grow Your Service Firm, he equips small businesses owners like you with practical solutions to help you run and grow a successful business – whatever industry you’re in.

Frequently Bought Together

Grow Your Service Firm + Double Your Business: How to Break Through the Barriers to Higher Growth, Turnover and Profit (Financial Times Series) + The Ultimate Small Business Marketing Book
Price For All Three: 37.94

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Product details

  • Paperback: 256 pages
  • Publisher: Crimson Publishing (8 Nov 2011)
  • Language: English
  • ISBN-10: 1780590881
  • ISBN-13: 978-1780590882
  • Product Dimensions: 21.3 x 13.7 x 2.3 cm
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (32 customer reviews)
  • Amazon Bestsellers Rank: 51,184 in Books (See Top 100 in Books)

More About the Author

Robert is one of the UK's best-known and sought-after speakers on entrepreneurship and innovation.

He is not full of theoretical rhetoric; he offers practical solutions - tangible business results.

Robert's work on marketing and strategy has been widely published and acted upon by thousands of growing businesses.

Sample Topics for keynote Presentations

- David And Goliath Work Together! - what small and big business learn from each other
- 10 Things To Do In The Next Ten Days... (To Increase Sales, Profit, Cash And Customers)
- Bright Marketing - Why Should People Bother To Buy From You?
- More Profit - How To Significantly Increase Sales And Profit
- How To Attract And Retain Brilliant Clients


"... fundamental in improving our understanding of what it really takes to set up and run a business. In particular, it was great to see the customer satisfaction scores improve materially."
Jerry Blackett, Sales and Performance Director, Barclays Bank plc

"His animated action-packed style demands participation. Robert does not give his audience the option of sitting back and merely reflecting."
Professor David Storey, Warwick Business School

"Robert Craven says that 'your whole business hinges on what your customer gets from you'. I wholeheartedly agree."
Sir Richard Branson

"One of the UK's best-known and sought after speakers on entrepreneurship; anyone who has experienced one of his impactive presentations will know exactly why."
Professional Consultancy Magazine

"... will turn your business into a powerhouse."
Sir Richard Branson

"The Entrepreneurship Guru."
Financial Times

"Inspirational Stuff."
Christopher Browne, The Independent

Robert's track record at helping businesses is very impressive. Add to this his broad experience at board level and you will understand how and why he uniquely adds value to all the businesses that he works with.

Alongside his numerous speaking engagements, Robert personally works with a select list of personal clients, acting as mentor to the managing director or the board. Typically these are fast-growth businesses, most of whom have won awards for their exceptional business performance.

As a speaker, Robert shows you and your team what you need to do to grow and develop your business.

His message works in two directions: he shows growing businesses how to be more businesslike; he shows multinationals how to be more nimble.

Robert delivers his message in a straight, honest and frank way - a way that you and your team will understand.

He helps companies as they face the challenges of growth, showing how to develop and implement strategies that focus on customers and profitability.
His books have been described as 'truly inspirational' by The Independent.

Robert Craven
rc@directorscentre.com www.robert-craven.com +44 (0)1225 851044

Product Description

From the Back Cover

Would you like to increase your sales and profit?

Are you great at delivering your service but less sure about how to attract more clients?

If you want your business to succeed, you need to know why people should buy from you when they can buy from the competition.

Answer this question with confidence and learn how to effectively run and grow your service-based business using the practical solutions in Grow Your Service Firm. It has been written as a result of over twenty years spent helping other people make their businesses thrive.

Inside, Robert Craven, "the entrepreneurship guru" (The Financial Times), reveals the tools and techniques that you need to transform plans into actions, including tips on how to:

- Identify the unique benefits of your service
- Discover the most effective sales method
- Connect with potential clients
- Win new business
- Get ahead of the competition

Stop working too hard for too little reward. Start making your service business work for you.

About the Author

As managing director of the Directors' Centre, the award-winning management consultancy company, Robert Craven works with the ambitious directors of fast-growing businesses who feel that they could be doing even better. Robert spent five years running training and consultancy programmes for entrepreneurial businesses at Warwick Business School. Running his own consultancy since 1998, he is now one of the UK's best-known and sought-after speakers on marketing and entrepreneurship.

Inside This Book (Learn More)
Browse Sample Pages
Front Cover | Copyright | Table of Contents | Excerpt | Index
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Customer Reviews

4.7 out of 5 stars
4.7 out of 5 stars
Most Helpful Customer Reviews
7 of 7 people found the following review helpful
5.0 out of 5 stars An Essential Guide for Service-Based Businesses 30 Mar 2012
Format:Paperback|Verified Purchase
Length: 1:09 Mins
I want share my thoughts on Robert Craven's book `Grow Your Service Firm'.
As a service provider myself unlike manufacturers and retailers, I have a bigger challenge in getting people to buy my services ... they can't touch, see or smell what I do.
And that's why service providers like us need to be more creative in how we market ourselves, sell ourselves and ultimately grow our business.
And that's where `Grow Your Service Firm' comes in. Robert Craven shares his vast experience in helping service businesses grow by showing us:
- How to distinguish ourselves and beat the competition
- He takes us through a seven step process on how to be seen as an expert in your industry. He also shares his 22 point Action Plan which will get you to expert status
- And because we don't have physical products to sell he takes us through what makes a powerful marketing tool kit
There are so many great ideas, tips and strategies contained within theses pages.
As a service provider myself I'm going to be reading and re-reading this book over and over again ... I can see it becoming my bible.
It really is an excellent book and I highly recommend it - Robert Craven `Grow Your Service Firm'.
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6 of 6 people found the following review helpful
By Andy S
Robert Craven has surpassed the best with his latest book, Grow Your Service Firm. Those familiar with Craven's other works will not be surprised, especially when one considers that he is living proof of the methods he teaches, (as are the innumerable businesses that Robert has directly and indirectly assisted over the years, including my own).

The title explains exactly what can happen in just few hours if you buy the book, follow the instructions and build the tools into your everyday practice. Do these things and you will see your business with absolute clarity. It will also be like falling in love again with the idea of being in business!

In contrast, if you plan on 'speed-reading' Grow your Service Firm to elicit a few MBA buzz-words to cast spells on your staff hoping it will bring you the premature rewards and red Ferrari, you may as well stop now and buy a Harry Potter book instead. Buy this book, however, and you will instantly be transported to Craven's World, where nonsense, laziness and a lack of common sense or commitment are not welcome; however, even if they've ever affected you, this book is the antidote.

Grow Your Service Firm will give you all of the necessary components to make your business very successful. Simply add a high level of commitment to following through and you will see permanent, successful change. Gladwell's 'Outliers' cited K. Anders Ericsson's study that says it takes 10,000 hours of deliberate practice to master any skill. Dr. Ericsson's study states that only deliberate practice--intensely focused time spent trying to improve--causes progress. You can count the hours people drive and you're not going to see a high correlation to skill. You have to try to stretch yourself and attain higher levels of control.
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3 of 3 people found the following review helpful
4.0 out of 5 stars Simple and practical 20 Mar 2012
By Rashmi
The book works for me because it is simple, practical, easy to read and without technical frameworks and jargonGrow Your Service Firm. The theory of marketing is made simple and easy to understand. It has tools for people to use and checklists.

In many of the books I have to spend 80% of my time reading to gain only 20% of knowledge in the area. This book is completely opposite, being easy read; one can skim the book and gain a lot of knowledge. I really appreciate Robert's writing skill and his expertise in the knowledge area.
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2 of 2 people found the following review helpful
By AndyB
I have read hundreds of business books. Some interesting; some less so.

And very few that I can apply the second I stop reading it. The vast majority force me to spend time thinking how to apply the theory to my business.

But when you think about it, the only thing you want from a business book is for it to be a book you can use to grow your business!

And isn't it rare to find one that can?

Well, here's one. Robert Craven has written something that anyone can apply immediately. In fact, I frequently found I was stopping mid-way through chapters to apply his techniques to my business.

I have shared his book with others, and will continue to do so.

It contains lots of practical, proven, simple-to-adopt techniques that work. How do I know? Because I've used them. And they worked.
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2 of 2 people found the following review helpful
5.0 out of 5 stars an invaluable tool 11 Mar 2013
Format:Paperback|Verified Purchase
this book is a must read for anybody offering a service, well written & easy to digest!
am already reaping the benefits!
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2 of 2 people found the following review helpful
Format:Paperback|Verified Purchase
If you are running your own business selling a service or some kind of expertise, then there is a good chance you are trying to do what Robert Craven describes as 'Grow Your Service Firm'. Don't be put off. The book, `Grow Your Service Firm' is NOT just for accountants and solicitors.

Media agencies, graphic designers, plumbers, homeopaths, financial advisers, business consultants, chiropractors, architects, landscape gardeners, electricians, the list goes on... You are all experts in your field, and so The Expert! Model, developed by Robert Craven and his team in the Bright Marketing seminars will work for you.

Read on if you want to get more/better clients! Yes, there are a myriad of business books out there which preach the idea of being an 'expert in your field' so that prospects will come to you and you can 'Grow Your Service Firm'. However, THIS book gives you a step by step guide to what this means, and how to go about it.

How does it work? Robert Craven defines The Expert! as someone who has five indelible characteristics:

The Expert! focuses
The Expert! writes
The Expert! possesses
The Expert! knows
The Expert! speaks
There are also two additional concepts underpinning The Expert! Model:

The Expert! has an `ology'
The Expert! uses testimonials and endorsements
Five things plus two concepts. Surely it can't be that easy? What makes this book stand out is the fact that Robert Craven makes these ideas become reality with an action point in each chapter. By following the steps he suggests, you will be able to turn the first five characteristics into daily habits. 'Grow Your Service Firm' is a doing book not a reading book!
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Most Recent Customer Reviews
4.0 out of 5 stars Very useful book
This book covers a broad range of strategies for growing a professional services firm. I like that the chapters are short enough that you can read one or two chapters a day and... Read more
Published 17 days ago by Richard White
5.0 out of 5 stars Don't just stand there, do something!
"Most 'professionals' were trained to be technically excellent, but no-one told them how to run a business". Read more
Published 18 months ago by Guy Rigby
5.0 out of 5 stars Great book for Service firms in the trade
Really useful book for people running a service firm. We are a carpentry & building business and have found the techniques and advice extremely useful.
Published 19 months ago by Loo Lake
5.0 out of 5 stars Common Sense Delivered Expertly
Don't be mistaken by the term 'common sense'! It is often seen as devaluing something - quite the opposite - it means that all of the advice is easily identifiable and applicable &... Read more
Published 20 months ago by KarlP
5.0 out of 5 stars Everything you need to grow your service firm
This book by Robert Craven really has everything a service professional needs to be successful. Packed with ideas, stories, exercises and examples, it offers the struggling or... Read more
Published 24 months ago by Mindy Gibbins-Klein
5.0 out of 5 stars One Idea Could Grow Your Service Business...
I am always looking for books to recommend to my clients and this is one I would have no hesitation in recommending. Read more
Published on 18 April 2012 by Nick Jervis
3.0 out of 5 stars A Firm is a partnership
A Firm is a partnership in which the partners share equally, the risks and the rewards. This book is about Companies
Published on 11 April 2012 by PC249
5.0 out of 5 stars Practical, straightforward and supremely helpful
This highly targeted book does exactly what it says on the cover: If you run a small or medium sized service-based business, it will help you to grow it. Read more
Published on 1 April 2012 by H. Stewart
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