Summary of Tom McMakin & Doug Fletcher's How Clients Buy

Please note: This is a companion version & not the original book. Book Preview:

#1 This book is for consultants and professional services providers who want to understand how clients buy consulting and professional services. We see lots of thorny problems that need solving, and we see lots of smart people ready to help.

#2 The most important thing in private practice is how to get clients, and yet we are taught nothing about selling. It’s hard to sell consulting and professional services, because they are sold on relationships, referrals, and reputation.

#3 The consulting and professional services industry is a $1. 7 trillion global industry, with 6. 1 million of us in the United States working as consultants or in professional services. As the U. S. economy has shifted from manufacturing to a more knowledge-intensive economy, the consulting and professional services sector has expanded at a faster rate than the overall economy.

#4 The 10 qualities you do not need to benefit from this book are a certain size, a particular kind of expertise, a sales personality, a big budget, a growing industry, a hot product set, level of experience, and a willingness to live on the road.

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