Overview

How to Win Client Business When You Don't Know Where to Start: A Rainmaking Guide for Consulting and Professional Services serves as an invaluable and indispensable guide for everyone in the business of selling professional and consulting services. Author Doug Fletcher dives deeply into the five skills required to make it rain: ● Create Your Personal Brand Identity ● Demonstrate Your Professional Expertise ● Build Your Professional Ecosystem ● Develop Trust-Based Relationships ● Practice Everyday Success Habits How to Win Client Business When You Don't Know Where to Start provides a masterclass in teaching the practical techniques and concrete strategies that professional services providers were never taught in school or on the job. Pragmatic lessons take the place of the vaguely defined principles found in competing books to turn readers from sales novices into rainmakers. Written by the same celebrated author who brought readers the bestselling book How Clients Buy, How to Win Client Business When You Don't Know Where to Start is perfect for any professional services provider or consultant who seeks to dramatically increase their book of business.

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Doug Fletcher currently splits his time between speaking, writing, and coaching on the topic of business development in consulting and professional services and teaching at the Jake Jabs College of Business & Entrepreneurship at Montana State University. He also serves on the Board of Directors of The Beacon Group, a growth strategy consulting firm headquartered in Portland, Maine. Prior to that, he was cofounder and CEO of North Star Consulting Group, a technology-enabled consulting firm that specialized in global web-survey projects. Earlier in his professional life, Doug served as a consultant with the management consultancy, A.T. Kearney, and was trained at General Electric in its leadership development program. He is a graduate of Clemson University and has an MBA from the University of Virginia's Darden School of Business Administration. Barry Abrams has narrated and produced audiobooks for a variety of publishers. He has worked as a behind-the-scenes producer at ESPN since 1992. Beginning in 2012, he has also hosted and produced ESPN's In the Gate podcast. Based in Danbury, Connecticut, Barry engineers and calls live webcasts of his son's ice hockey games.

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