コンサルティング・セールスの技術―知的プロフェッショナルの問題解決スキル [単行本]

元ブーズ・アレン＆ハミルトンのコンサルタントが、知的プロフェッショナルにソリューション・セールスの基本スキルを解説。

クライアント最優先のマーケティング・システム。プロフェッショナル・サービスを「売る」技術、「買わせる」技術。税理士や会計士、経営コンサルタントをはじめ、B2B市場のソリューション・プロバイダー必読。

チェックリスト、コンタクト・レターのサンプル、最初の商談のガイドなど、事務所の利益に貢献できる新規クライアントの獲得に必要なすべてのツールを紹介。また、データベースや資料作成手順も学習できる。

How to Get New Clients. And Keep Them. The Bible of New Business Growth-Fully Updated! "Getting New Clients helps solve the biggest problem marketing service professionals have…" —James Kennedy, Editor Consultant’s News "Thorough, well written…" —Library Journal Now you have all the tools you need to build your practice with new business—the most important challenge facing any service professional starting or expanding a service firm. In step-by-step, user-friendly terms, Getting New Clients reveals Dick Connor’s proven, client-centered marketing™ approach that will help you zero in on the needs of prospective markets and clients, get your foot in the door, and grab that profitable new business opportunity. Fully updated to include the latest consulting trends, the Second Edition shows you:

• How to put together winning proposals and direct mail packages that get results
• How to secure appointments with the people who make the go-ahead decision
• How to operate within your "comfort zone" so you can work most productively
• How to leverage your time and talents more effectively
• And much more!

--このテキストは、 ハードカバー 版に関連付けられています。

About the authors DICK CONNOR, CMC, runs an international consulting firm serving the business professions worldwide. He is a certified management consultant (CMC). Previously, he has served as Director of Marketing for Pannell Kerr Forster and as President of CPA Marketing Services. The creator of the client-centered marketing^™ approach, Mr. Connor is the coauthor, with Jeff Davidson, of Marketing Your Consulting and Professional Services—now in its second edition. A noted speaker and the author of numerous articles on marketing for professionals, Mr. Connor has taught at the Northwestern University Graduate School of Management, is a contributor to the Encyclopedia of Professional Management, and has served on the Advisory Board of the National Small Business Development Center (SBDC). JEFF DAVIDSON, CMC, is the award-winning author of 18 books, including Breathing Space: Living and Working at a Comfortable Pace in a Sped-Up Society; The Domino Effect with Don Vlcek; Marketing on a Shoestring. His books have appeared in many foreign languages and frequently as book club selections. Davidson, based in Chapel Hill, North Carolina, is a certified management consultant (CMC). He is a frequent guest on national radio and television talk shows and has been the subject of feature articles in USA Today, US Air, Washington Post (six times), Miami Herald, Christian Science Monitor, Los Angeles Times, and many other national and regional newspapers and magazines. He delivers dozens of seminars every year on finding breathing space and on marketing to business and professional groups. --このテキストは、 ハードカバー 版に関連付けられています。

ダビッドソン,ジェフ
元ブーズ・アレン・アンド・ハミルトンのコンサルタント。米国CMC(Certified Management Consultant)。監査法人や経営コンサルティング・ファームといった知的プロフェッショナル向けに、営業プログラムや営業スキルに関する教育研修サービスを提供している。著書多数(すべて未訳)

了戒 卓
昭和21年大分県生まれ。昭和45年東京大学倫理学科卒業、富士通ファコム株式会社入社。日本EDP株式会社などを経て、昭和49年株式会社ミロク経理入社(会計事務所事業部)。昭和52年株式会社ミロク情報サービス入社、開発・営業企画・新規事業・株式公開などを担当。現在同社執行役員内部監査室長、社団法人テレコムサービス協会総務委員長(本データはこの書籍が刊行された当時に掲載されていたものです)