Selling Your Expertise
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portes grátis
Selling Your Expertise
The Mindset, Strategies, and Tactics of Successful Rainmakers
Chen, Robert
John Wiley & Sons Inc
05/2022
336
Dura
Inglês
9781119755142
15 a 20 dias
530
Descrição não disponível.
Foreword xi
Introduction xv
Part I Mindset 1
Chapter 1 Eagerly Dedicated 3
Chapter 2 Authentically Open 19
Chapter 3 Consistently Client-Focused 37
Chapter 4 Realistically Optimistic 55
Chapter 5 Confidently Humble 71
Part II Strategies 91
Chapter 6 Mining for Gold: When You're Searching for a Real Need 95
Chapter 7 Opportunity Knocks: When a Need Presents Itself 123
Chapter 8 Success Upon Success: When You're Uncovering Additional Needs 149
Part III Tactics 175
Chapter 9 Build a Trusted Reputation 179
Chapter 10 Communicate Care, Competence, Collaboration 199
Chapter 11 Drive the Process Forward 217
Chapter 12 Protect Your Rainmaking Time 237
Chapter 13 Stay Relevant 255
Conclusion 277
Notes 283
Recommended Resources 293
Acknowledgments 295
About the Author 299
About Exec|Comm 301
Index 303
Introduction xv
Part I Mindset 1
Chapter 1 Eagerly Dedicated 3
Chapter 2 Authentically Open 19
Chapter 3 Consistently Client-Focused 37
Chapter 4 Realistically Optimistic 55
Chapter 5 Confidently Humble 71
Part II Strategies 91
Chapter 6 Mining for Gold: When You're Searching for a Real Need 95
Chapter 7 Opportunity Knocks: When a Need Presents Itself 123
Chapter 8 Success Upon Success: When You're Uncovering Additional Needs 149
Part III Tactics 175
Chapter 9 Build a Trusted Reputation 179
Chapter 10 Communicate Care, Competence, Collaboration 199
Chapter 11 Drive the Process Forward 217
Chapter 12 Protect Your Rainmaking Time 237
Chapter 13 Stay Relevant 255
Conclusion 277
Notes 283
Recommended Resources 293
Acknowledgments 295
About the Author 299
About Exec|Comm 301
Index 303
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Growing a book of business; selling services; selling knowledge services; sales for knowledge professionals; selling services metrics; selling services kpis; book of clients; growing a client book; sales for lawyers; sales for accountants
Foreword xi
Introduction xv
Part I Mindset 1
Chapter 1 Eagerly Dedicated 3
Chapter 2 Authentically Open 19
Chapter 3 Consistently Client-Focused 37
Chapter 4 Realistically Optimistic 55
Chapter 5 Confidently Humble 71
Part II Strategies 91
Chapter 6 Mining for Gold: When You're Searching for a Real Need 95
Chapter 7 Opportunity Knocks: When a Need Presents Itself 123
Chapter 8 Success Upon Success: When You're Uncovering Additional Needs 149
Part III Tactics 175
Chapter 9 Build a Trusted Reputation 179
Chapter 10 Communicate Care, Competence, Collaboration 199
Chapter 11 Drive the Process Forward 217
Chapter 12 Protect Your Rainmaking Time 237
Chapter 13 Stay Relevant 255
Conclusion 277
Notes 283
Recommended Resources 293
Acknowledgments 295
About the Author 299
About Exec|Comm 301
Index 303
Introduction xv
Part I Mindset 1
Chapter 1 Eagerly Dedicated 3
Chapter 2 Authentically Open 19
Chapter 3 Consistently Client-Focused 37
Chapter 4 Realistically Optimistic 55
Chapter 5 Confidently Humble 71
Part II Strategies 91
Chapter 6 Mining for Gold: When You're Searching for a Real Need 95
Chapter 7 Opportunity Knocks: When a Need Presents Itself 123
Chapter 8 Success Upon Success: When You're Uncovering Additional Needs 149
Part III Tactics 175
Chapter 9 Build a Trusted Reputation 179
Chapter 10 Communicate Care, Competence, Collaboration 199
Chapter 11 Drive the Process Forward 217
Chapter 12 Protect Your Rainmaking Time 237
Chapter 13 Stay Relevant 255
Conclusion 277
Notes 283
Recommended Resources 293
Acknowledgments 295
About the Author 299
About Exec|Comm 301
Index 303
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
