- Paperback: 324 pages
- Publisher: Nicholas Brealey Publishing; 2nd Revised edition edition (17 Jun 1997)
- Language English
- ISBN-10: 1857881699
- ISBN-13: 978-1857881691
- Product Dimensions: 23 x 15.4 x 3.1 cm
- Average Customer Review: 4.4 out of 5 stars See all reviews (5 customer reviews)
- Amazon Bestsellers Rank: 123,054 in Books (See Top 100 in Books)
- See Complete Table of Contents
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More About the Author
Product Description
Product Description
This revised edition features an added chapter on how to guarantee client satisfaction, first time every time, and business-like information on what the top earners do to build and sustain profitable professional practices. Fads, fallacies and futilities in consultancy come and go, but sustained success in consultancy comes from reputation and status made concrete through invariable client satisfaction. The book should also give readers, through a series of "soap boxes", key information and ideas to get them accepted and respected at the highest level in the client company. Another innovation is a comprehensive action-glossary of business ideas, terms and sources of further information which should serve as a detailed, useful resource for managers and consultants. Those who already are consultants should learn: new opportunities to capitalize on information and skills; how to make networking equitable, profitable and genuinely client-centred; how to write business-winning proposals; how to set fees to maximize value to the client and profit to the consultant; why the contract is an essential marketing tool; nine low-cost ways of gaining professional exposure; how to ensure up to 80 per cent repeat and referral business; how to sell abstract, high-value services; ethical, professional and client-centred sales skills; key intervention strategies; and problem identification and avoidance. In addition, newcomers to the profession should find chapters to meet their special needs, for example: assessing their potential for success in a helping profession; setting and building a professional practice; and getting the money in quickly. Finally, Lambert shares his concept of the ideal consultancy, an ideal which he and other professionals are already turning into a reality. Tom Lambert is the author of "The Power of Influence" and "Key Management Solutions".
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Customer Reviews
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Most Helpful Customer Reviews
14 of 16 people found the following review helpful:
5.0 out of 5 stars
Top Book,
By A Customer
This review is from: High Income Consulting: How to Build and Market Your Professional Practice (Paperback)
An interesting and informative read, which sings of "do as I do and as I say." Full of tips, approaches and frameworks in which to structure thinking, sales, marketing and yourself.I got the feeling this book was more about individuals than practices, but should be a must-read for anyone planning to enter the consultancy field.
1 of 1 people found the following review helpful:
5.0 out of 5 stars
An Invaluable Primer for Consultants,
By Paul Sloane "Author of The Innovative Leader ... (Camberley, England) - See all my reviews
This review is from: High Income Consulting: How to Build and Market Your Professional Practice (Paperback)
If you are setting out on the road of founding your own consultancy then read this book first. It is practical and packed with useful advice. Tom Lambert shows the mistakes that many would-be consultants make in their positioning and marketing. He then goes on to give specific advice on how to create higher added-value and to be seen as an expert in your field. It was written a little while ago but most of the advice is timeless. It is highly recommended for the sole practitioner.
4.0 out of 5 stars
Straight forward and sensible,
By
This review is from: High Income Consulting: How to Build and Market Your Professional Practice (Paperback)
Very straight forward. Some proven advice on marketing and selling. Mainly aimed at freelance consultants but also relevant to small practices. The back part contains some useful appendices giving some templates for simple consulting techniques. You will learn that there is nothing complicated out there in terms of tools and techniques.
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