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Never Chase Clients Again: A Proven System To Get More Clients, Win More Business, And Grow Your Consulting Firm
Are you an independent consultant, a consulting practice leader, or a business professional interested in starting or growing your consulting practice? Do you want to gain access to an unlimited source of highly qualified clients?
The secret, consulting expert Michael Moshiri claims, is to never chase clients. As Moshiri discovered during his decades of consulting with the world’s biggest professional service firms — Deloitte, EY, and PwC — what distinguishes highly successful service professionals from everyone else is their ability to motivate clients to want to buy consulting services from them.
In Never Chase Clients Again, Moshiri lays out the specific steps — and inner mindset — he uses to rapidly find, reach, and attract the most highly qualified consulting clients with minimal effort.
Moshiri distinguishes the most effective business development actives from the random, ineffective, and wasteful interactions usually associated with “networking” and “lead generation.” He then distills his proven strategies for getting consulting clients into an easy-to-follow system and a set of practical principles, including:
Never rely on referrals: Expecting a referral source to take the initiative to present your merits, to endorse you, or to recommend you is the fast-track to failure. Most people prefer not to jeopardize their reputations or relationships.
Consulting is chemistry: To bond quickly with the most highly-qualified clients, you must use the best catalysts.
Clients love gravity: If you must drop names, you’d better use the names that carry the most weight.
Clients crave value: You can catch more clients with an ounce of pure value than you can with a pound of small talk.
Readers can quickly implement these principles and the system outlined in this book by leveraging the free downloadable worksheets, templates, and checklists that are available on the book's website at http://NeverChaseClientsAgain.com/Boo....
In the course of the book, Moshiri outlines the timeless strategies shared by the world’s biggest and most successful consulting firms. Never Chase Clients Again is destined to take its place alongside Managing The Professional Service Firm and The Trusted Advisor as a business classic.
The secret, consulting expert Michael Moshiri claims, is to never chase clients. As Moshiri discovered during his decades of consulting with the world’s biggest professional service firms — Deloitte, EY, and PwC — what distinguishes highly successful service professionals from everyone else is their ability to motivate clients to want to buy consulting services from them.
In Never Chase Clients Again, Moshiri lays out the specific steps — and inner mindset — he uses to rapidly find, reach, and attract the most highly qualified consulting clients with minimal effort.
Moshiri distinguishes the most effective business development actives from the random, ineffective, and wasteful interactions usually associated with “networking” and “lead generation.” He then distills his proven strategies for getting consulting clients into an easy-to-follow system and a set of practical principles, including:
Never rely on referrals: Expecting a referral source to take the initiative to present your merits, to endorse you, or to recommend you is the fast-track to failure. Most people prefer not to jeopardize their reputations or relationships.
Consulting is chemistry: To bond quickly with the most highly-qualified clients, you must use the best catalysts.
Clients love gravity: If you must drop names, you’d better use the names that carry the most weight.
Clients crave value: You can catch more clients with an ounce of pure value than you can with a pound of small talk.
Readers can quickly implement these principles and the system outlined in this book by leveraging the free downloadable worksheets, templates, and checklists that are available on the book's website at http://NeverChaseClientsAgain.com/Boo....
In the course of the book, Moshiri outlines the timeless strategies shared by the world’s biggest and most successful consulting firms. Never Chase Clients Again is destined to take its place alongside Managing The Professional Service Firm and The Trusted Advisor as a business classic.
- GenresBusiness
166 pages, Kindle Edition
First published January 19, 2015
14 people are currently reading
43 people want to read
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Displaying 1 of 1 review
August 18, 2015
Pedestrian
Disappointing. I was hoping for unique, penetrating insights rather than mundane lists of tasks that could be found anywhere, written by anyone else. The book desperately needs context, perhaps in the form of actual stories or cases. The only shared story I remember is the author's account of learning to use a slingshot as a child.
I learned that writing an interesting book requires taking risks.
Disappointing. I was hoping for unique, penetrating insights rather than mundane lists of tasks that could be found anywhere, written by anyone else. The book desperately needs context, perhaps in the form of actual stories or cases. The only shared story I remember is the author's account of learning to use a slingshot as a child.
I learned that writing an interesting book requires taking risks.
Displaying 1 of 1 review