How to Win Client Business When You Don't Know Where to Start

Dramatically grow your client base following pragmatic and insightful advice by bestselling author Doug Fletcher

How to Win Client Business When You Don't Know Where to Start: A Rainmaking Guide for Consulting and Professional Services serves as an invaluable and indispensable guide for everyone in the business of selling professional and consulting services. Author Doug Fletcher dives deeply into the five skills required to "make it rain":

• Create Your Personal Brand Identity
• Demonstrate Your Professional Expertise
• Build Your Professional Ecosystem
• Develop Trust-Based Relationships
• Practice Everyday Success Habits

How to Win Client Business When You Don't Know Where to Start provides a masterclass in teaching the practical techniques and concrete strategies that professional services providers were never taught in school or on the job. Pragmatic lessons take the place of the vaguely defined principles found in competing books to turn readers from sales novices into rainmakers.

Written by the same celebrated author who brought readers the best-selling book How Clients Buy, How to Win Client Business When You Don't Know Where to Start is perfect for any professional services provider or consultant who seeks to dramatically increase their book of business.

DOUG FLETCHER is a speaker, writer, and educator on the topic of business development in professional services and consulting. He is co-author of How Clients Buy and serves on the Board of Directors of The Beacon Group.

Praise for How to Win Client Business When You Don't Know Where to Start "Doug continues to be a generational thought leader in the professional services world. In How to Win Client Business he takes on arguably the hardest part of the job, building new client relationships. At last, required reading for my developing leaders." --Cliff Farrah, President and CEO, The Beacon Group & author of Growing the Top Line "This book is destined to become a classic in the tradition of David Maister's The Trusted Advisor. A must read." --Don Scales, Global CEO, Investis Digital & co-author of How to Lead a Values-Based Professional Services Firm "Doug Fletcher's How to Win Client Business makes you feel like you just got the best advice from a dear friend you love and respect. In an era of business development that has become over-automated and impersonal, it's refreshing to have a resource like this to remind us that we're not robots--we're human beings. An absolute must read--practical, tactical and inspirational--for anyone who wants to reconnect with what makes their heart sing doing work they love." --Terry Pappy, Host of the Simplify & Multiply podcast, author and coach "Doug, in his successful follow up to How Clients Buy, has created an essential client development handbook for all consultants. He masterfully cuts through the noise and uncertainty of how to win client business by imparting the wisdom and techniques that seems so natural to rainmakers. This humanistic approach to winning business through building your brand, your unique market and 'trusted advisor' relationships is truly insightful. Doug has explored the psychology and methodology of winning client's business through straight talk and real-world stories. In short, he nailed it!" --Pete Sackleh, CEO, SolutionSpark(tm) & former Managing Director, Deloitte

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