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Professional's Guide to Business Development

by: Newton, Stephen

On-line Price: $39.00 (includes GST)

Paperback package 240

61%Off Retail Price

You save: $60.00

CLEARANCE Item - Special discount - limited stock!
N.Sydney : In Stock

Retail Price: $99.00

Publisher: Kogan Page Ltd,01.02.13


ISBN: 0749466537
ISBN13: 9780749466534

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When buying professional services, most clients will assume
that you are competent in your field. They are therefore not
hiring you mainly on the basis of your expertise but on
factors such as price, and whether they want to do business
with you. To minimise the issue of cost, you need to ensure
that the benefits of working with you are clear to your
customers. You need to move from transactional
relationships towards partnership ones, and you need to
identify the right prospects in the first place. The ability to
ascertain, quickly and accurately, what drives your
customer's decisions and to respond to their needs is critical
in differentiating you from your competitors. If you can do
these things well, you will win more business from both new
and existing clients. This book gives you a repeatable and
scalable methodology to achieve this.