Recommended reading
Creating New Clients: Marketing and Selling Professional Services
By: Kevin Walker, Dr Cliff Ferguson, Paul Denvir
Accountants, lawyers, surveyors 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 can be severely limited.
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 services firm. The methods in this book have been proven to generate results.Order 'Creating New Clients' from Amazon
Managing Key Clients: Securing the future of the professional services firm
By: Kevin Walker, Paul Denvir and Dr Clifford Ferguson
No one disagrees with the notion that good client management is important. It means that clients continue to provide us with work at good rates, that they include is in their thinking when new opportunities for work arise and that they pay their bills willingly. If client management is so clearly good for the health of professional firms, why is it that so many of those firms fail to look after their clients successfully?
Managing Key Clients has been written to answer this question and to help professionals learn the fundamentals of effective key client management. Clearly and concisely, it outlines the processes and skills required for maintaining good relationships with clients. Like its predecessor, Creating New Clients, this is an immensely practical book that is full of common sense. The authors have between them some 60 years experience of selling and sales management as well as more than 25 years experience in consulting with professional services firms.
Order 'Managing Key Clients' from Amazon
