The Consultant's Guide to Winning Clients
Published on 8. February 1988
Book
Hardback
262 pages
978-0-471-62759-3 (ISBN)
Description
This is a consultant's guide to finding potential clients and developing prospects into long-term customers. It offers a range of how-to marketing methods, including seminars, newsletters, brochures, and direct mail. The reader is shown how to qualify prospects, submit proposals, and negotiate contracts. The best ways to keep clients and develop add-on projects with them are given and the book contains a valuable section on government consulting opportunities, including listings of federal, state, and local agencies that use consultants, with advice on how to reach them.
More details
Language
English
Place of publication
New York
United States
Publishing group
John Wiley and Sons Ltd
Target group
College/higher education
Professional and scholarly
Illustrations
index
Dimensions
Height: 58 mm
Width: 35 mm
Weight
539 gr
ISBN-13
978-0-471-62759-3 (9780471627593)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Content
THE FUNDAMENTALS OF INDEPENDENT CONSULTING SUCCESS. Success: What Is It?. Wooing and Winning Clients: A Brief Study of the Problem. THE PRACTICAL CONSIDERATIONS IN CONSULTING SUCCESS. The First Step: Prospecting. The Methods of Prospecting. THE METHODS FOR ACHIEVING CONSULTING SUCCESS. Proactive/Aggressive Methods: Seminars, Newsletters, and More. Proactive/Aggressive Methods: Direct Mail and Other Techniques. Reactive/Passive Methods: Building Your Professional Image. Reactive/Passive Methods: Speaking and Writing. Following Up. Keeping the Clients You Have. Close-up on PR. GOVERNMENT CONTRACTING OPPORTUNITIES. Federal Government Prospects. State and Local Government Prospects. City and County Government Prospects. Bibliography.