Professional Services

International expert and consultant David Maister offers a brilliant and accessible guide to every management issue at play in professional firms. Professional firms differ from other business enterprises in two distinct ways: first, they provide highly customized services and thus cannot apply many of the management principles developed for product-based industries. Second, professional services are highly personalized, involving the skills of individuals.

We are in the golden era of boutiques. The business models of your clients are being disrupted. This makes it virtually impossible for them to have all the required expertise in-house. They are looking for external expertise. They have big budgets to spend. Clients are buying from boutiques in record numbers. The sun is shining. Time to make hay.

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 listeners from sales novices into rainmakers.

The Customer Success Manager has become a critical asset to organizations across the business landscape. As the subscription model has spread from the cloud and SaaS to more sectors of the economy, that pivotal role will only grow in importance. That's because if you want to compete and thrive in this new environment, you need to put the customer at the center of your strategy. You need to recognize you're no longer selling just a product. You're selling an outcome.

Built from Scratch is the story of how two incredibly determined and creative people - and their associates - built a business from nothing to 761 stores and $30 billion in sales in a mere 20 years. Built from Scratch tells many colorful stories associated with The Home Depot's founding and meteoric rise; shows that a company can be a tough, growth-oriented competitor, and still maintain a high sense of responsibility to the community; and provides great lessons useful to people in any business, from start-ups to the Fortune 500.

Years ago, developing and sustaining a book of business was not as big a problem for accountants, attorneys, financial planners, and other professionals as it is today. Clients were more loyal to the firms they worked with, and unlikely to shop your services, compare rates, or jump ship. Times have changed! And if you don't change along with them...well, you're not going to enjoy yourself or have as much control over your career as you deserve. Believe it or not, you can enjoy the process of expanding your client base.

LinkedIn the Sandler Way, the first audiobook release from Sandler Training and LinkedIn, offers powerful, cutting-edge best practices for effective social selling with LinkedIn. Its 25 discussions uncover big ideas for prospecting and selling online - ideas that typically haven't yet become part of a sales team's daily culture. Within just a few days, you can learn, adopt, and model these LinkedIn best practices so that they become consistent behaviors for everyone in your organization who sells for a living.

In today's fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of one's discipline is not enough, assert professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients. In this 20th anniversary edition, Maister, Green, and Galford enrich our understanding of today's society and illustrate how to be effective communicators in a digital world.

As Darwin famously observed, the beaks of each generation of Galapagos Island finches change to accommodate shifting food resources, allowing the birds to survive by adapting their capabilities to the new environment. Today's business people should take note: In the post-crisis economy, traditional career strategies spell professional extinction, but the fluid new "gig economy" offers tremendous potential for anyone willing to adapt.

The 13 chapters of The Art of War, each devoted to one aspect of warfare, were compiled by the high-ranking Chinese military general, strategist, and philosopher Sun-Tzu. In spite of its battlefield specificity, The Art of War has found new life in the modern age, with leaders in fields as wide and far-reaching as world politics, human psychology, and corporate strategy finding valuable insight in its timeworn words.

The subscription business model is hot - from software to music to movies to diet programs, investors and public markets want businesses that create recurring payments from unlimited customers. The old sales and marketing methods can handle attracting new customers for growth; however, only in the last five years has a discipline emerged that views growth in relation to retention, not just sales.

In recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way clients buy services. In response, Winning the Professional Services Sale argues for fundamental changes in the seller's mindset and sales strategies. Rather than pressing the sale, salespeople must help clients buy - the way that works best for each client. This new approach gives buyers what they now want in a services seller: a consultative problem solver, change agent, and solution integrator, all rolled into one.

Are you tired of feeling constantly fatigued, battling unexplained muscle soreness, or struggling with persistent headaches? Do you find yourself plagued by recurrent gastrointestinal symptoms or grappling with anxiety and attention deficit hyperactivity disorder (ADHD)? If so, you might be experiencing the symptoms of histamine intolerance—but fear not, relief is within reach. "Beating Histamine Intolerance Naturally," is a groundbreaking book that unveils a holistic approach to combatting this often misunderstood and misdiagnosed condition so you can reclaim your vitality. This concise ...

How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the "product," you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job-not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or "behind" when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do.

Improve your physical, mental, and emotional health with the plant that is rewriting medicine as we know it. An ancient system designed to protect and heal, the endocannabinoid system is a group of receptors, molecules, and enzymes crucial to optimum health. The Endocannabinoid System and Cannabis: A Perfect Partnership for Self-Regulation and Healing explores how this ancient system works and how the cannabis plant provides molecules that can heal and regulate multiple body functions. Whether an experienced cannabis user or a first-time explorer, you'll be empowered to use cannabis to ...

There's a Customer Born Every Minute reveals the lost wisdom of famous entrepreneur and showman, P. T. Barnum. Barnum was much more than a showman; he was a dedicated businessman and entrepreneur with a razor-sharp mind. In this delightful and absorbing new edition, Joe Vitale reveals the secrets of Barnum's success and shares the 10 key business practices that Barnum developed and lived by.

Designed by Davidson’s Audiobooks for aspiring licensed master social workers, this comprehensive audiobook aligns with the latest ASWB exam content outlines. This audiobook offers in-depth coverage of essential topics, ensuring you're well-prepared for the ASWB LMSW exam.

Do you need more customers/clients for your service-based business? Could your service business use a stream of new customers or clients that have all sort you out, instead of you soliciting their business?This guide will show you how to have your best customers or clients do the bulk of marketing or promoting your business for you. The great majority of service professionals and owners of service-based businesses recognize the importance of marketing, and yet they feel very uncomfortable about anything that even hints at "selling” or marketing. For most of them, this ultimately means ...

An essential guide for people with ankylosing spondylitis (AS), their loved ones, and physicians who want to discover the research and evidence-based natural options to beat AS naturally. Explore the intricacies of ankylosing spondylitis and how it affects the body with someone who actually has AS—bestselling author, naturopath, and natural health expert Dr. Scott A. Johnson. • Learn the connection linking AS, eating, and gut health and how being armed with this knowledge may help you reduce AS symptoms. • Examine evidence-based natural remedies to quiet inflammation, soothe pain, and...

Escape the turbulent cycle of disruptive mood dysregulation disorder (DMDD) and say goodbye to mood swings and emotional turmoil with the practical and evidence-based strategies in this groundbreaking book. Written specifically for parents by a natural health expert and father of a child with DMDD who knows, this definitive guide provides a roadmap to help your child overcome DMDD using natural solutions. Discover what factors cause DMDD and how your child’s brain processes emotions, sensory input, social cues, and situations differently than neurotypical children. Get practical advice ...