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Professional Services Marketing
- How the Best Firms Build Premier Brands, Thriving Lead Generation Engines, and Cultures of Business Development Success
- Narrated by: Joe Barrett
- Length: 9 hrs and 5 mins
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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.
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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.
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Publisher's Summary
Evolve your work strategy and thrive in today's high-pressure economy.
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. Based on her popular blog and drawing on her leadership development experience, Nacie Carson explains what it takes to make it in today's world of work.
- Outlines and explains five steps for ensuring professional success: adopt a gig mindset; identify your value; cultivate your skills; nurture your social network; and harness your entrepreneurial energy
- Builds on Carson's experience as a popular blogger on Portfolio.com and author of the popular website The Life Uncommon (thelifeuncommon.net)
- Features a foreword from Craigslist founder Craig Newmark
The Finch Effect offers the information professionals need to earn big, achieve their potential, and remain at the top of the work food chain.