Catalyst
Using personal chemistry to convert contacts into contracts
Published on 8. July 2021
Book
Paperback/Softback
320 pages
978-0-349-42916-8 (ISBN)
Description
Catalyst will transform your approach to networking, making it fun and infinitely more effective.
A good business developer, prospector and networker knows how to create a positive connection with the people they meet. They are the catalyst that creates a chemical reaction between strangers, and they know how to convert these opportunities into new business.
Louisa Clarke and David Kean have spent their careers catalysing strangers into contacts and converting contacts into clients - and even into friends. They have built successful businesses together using the proven techniques in this book, and they have helped hundreds of companies around the world win billions in new business by applying the same methods.
Catalyst is full of illustrative anecdotes, hard-won wisdom and a step-by-step methodology. Whatever industry you work in, if you need more clients to buy your services and you're not sure how to find them, convince them or win them, this is the book for you. Follow this approach and new business will come. You might even make some friends along the way.
For many people, networking, prospecting and selling are scary. If the word 'networking' makes you recoil, if the word 'prospecting' conjures up terrifying spectres of endless cold calls, and if you run for the hills at the mention of 'sales', this book will be balm for you. Because, whilst it doesn't make it effortless, it does make it easy.
'Catalyst is a manual for winning business in today's economy, recommended to anyone who wants to grow their client base. Catalyst is brimming with great advice and inspiration' - Annette King, CEO Publicis Groupe UK
A good business developer, prospector and networker knows how to create a positive connection with the people they meet. They are the catalyst that creates a chemical reaction between strangers, and they know how to convert these opportunities into new business.
Louisa Clarke and David Kean have spent their careers catalysing strangers into contacts and converting contacts into clients - and even into friends. They have built successful businesses together using the proven techniques in this book, and they have helped hundreds of companies around the world win billions in new business by applying the same methods.
Catalyst is full of illustrative anecdotes, hard-won wisdom and a step-by-step methodology. Whatever industry you work in, if you need more clients to buy your services and you're not sure how to find them, convince them or win them, this is the book for you. Follow this approach and new business will come. You might even make some friends along the way.
For many people, networking, prospecting and selling are scary. If the word 'networking' makes you recoil, if the word 'prospecting' conjures up terrifying spectres of endless cold calls, and if you run for the hills at the mention of 'sales', this book will be balm for you. Because, whilst it doesn't make it effortless, it does make it easy.
'Catalyst is a manual for winning business in today's economy, recommended to anyone who wants to grow their client base. Catalyst is brimming with great advice and inspiration' - Annette King, CEO Publicis Groupe UK
Reviews / Votes
Catalyst is a manual for winning business in today's economy, recommended to anyone who wants to grow their client base. Catalyst is brimming with great advice and inspiration -- <b>Annette King, CEO Publicis Groupe UK</b> Catalyst fizzes with actionable ideas. A firecracker of a book to get you blazing a trail for new business from two of the best operators around -- <b>Julia Hobsbawm OBE, founder and chair, Editorial Intelligence and author of the bestselling <i>The Simplicity Principle</i></b> A must-read - especially post-Covid - for anyone involved in business generation. Entertaining whilst it educates, this indispensable guidebook is a revelation for any driven professional and will definitely put you ahead of the competition - if she hasn't read it as well. Time excellently well spent -- <b>Jane Reeve, Chief Communications Officer, Ferrari</b> Humour is one of the only things that increases when you share it, as the authors of this immensely good-natured book on the human touch in business know. But I also found myself thinking about plumbing metaphors. May the good Lord spare us from pipeline accelerators, but here you can read and understand how in business, as in life, it's better to be a radiator than a drain -- <b>Stephen Bayley, recovering design guru and author of <i>Value: What money can't buy. A handbook for practical hedonism</i></b> An enjoyable and practical asset recommended to anyone who has to develop new business. It nails what it takes to find new clients and be a valued, trusted advisor to them; helping others helps us be more successful -- <b>Guy Gregory, Executive Director, Client Care and Business Development, CBRE Ltd</b> Accelerate your understanding of how to grow business, fast. Recommended to anyone who dreads networking events: an entertaining and effective guide to oiling the wheels of business without the need to be oleaginous -- <b>Sophie Devonshire, CEO, The Marketing Society</b> An extremely timely book. Now more than ever we need to understand how to communicate with each other better -- <b>Rachel Bridge, author of <i>Already Brilliant</i> and <i>How to Work for Yourself</i></b> Such a refreshing book about such a necessary part of doing business, and something so often misunderstood. Catalyst is athoroughly enjoyable and helpful read, packed with great examples, stories and tools for how to develop business, and, above all, packed with common sense. And all expressed in a natural and jargon-free way too. Terrific stuff -- <b>Rita Clifton CBE, portfolio chair and non-executive director</b> Unlike many 'how to' business books, Catalyst is both an entertaining and informative read. It gives you a wealth of practical steps to transform the way you identify and secure new clients. It really gets you thinking about your approach and how you should flex your style to create real chemistry with prospects -- Deborah Saw * Catalyst magazine *
More details
Language
English
Place of publication
London
United Kingdom
Publishing group
Little, Brown Book Group
Target group
College/higher education
Professional and scholarly
Product notice
Paperback (UK-trade)
Dimensions
Height: 233 mm
Width: 154 mm
Thickness: 27 mm
Weight
394 gr
ISBN-13
978-0-349-42916-8 (9780349429168)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Persons
David Kean (Author)
David Kean is an entrepreneur, keynote speaker and writer. He specialises in business development and communication and was described by British Airways Business Life magazine as 'the best pitch coach around'. He advises many boards and CEOs and has been a visiting speaker at Warwick and Durham Business Schools. He teaches creative writing to children at the Ahead Creative School and the art of persuasion at the business writing school, Forthwrite, he set up with a top journalist and editor. He is married to a Russian and has four children.
Louisa Clarke (Author)
Louisa Clarke works with leaders and high performing teams for some of the world's best companies. An experienced facilitator and qualified coach with an outstanding new business track record, Louisa is a Partner at The Caffeine Partnership - a strategic consultancy that delivers brand-led growth. She regularly coaches, consults and trains on how to improve personal impact & influence, prospect for new business more effectively, pitch to win and how to grow more business from your existing clients. A former Great Britain junior international rower and current masters rower, she brings a competitive track record to motivate people under pressure, understanding the power of teamwork and what's required to win.
David Kean is an entrepreneur, keynote speaker and writer. He specialises in business development and communication and was described by British Airways Business Life magazine as 'the best pitch coach around'. He advises many boards and CEOs and has been a visiting speaker at Warwick and Durham Business Schools. He teaches creative writing to children at the Ahead Creative School and the art of persuasion at the business writing school, Forthwrite, he set up with a top journalist and editor. He is married to a Russian and has four children.
Louisa Clarke (Author)
Louisa Clarke works with leaders and high performing teams for some of the world's best companies. An experienced facilitator and qualified coach with an outstanding new business track record, Louisa is a Partner at The Caffeine Partnership - a strategic consultancy that delivers brand-led growth. She regularly coaches, consults and trains on how to improve personal impact & influence, prospect for new business more effectively, pitch to win and how to grow more business from your existing clients. A former Great Britain junior international rower and current masters rower, she brings a competitive track record to motivate people under pressure, understanding the power of teamwork and what's required to win.