Winning New Business in Management Consultancy…the Critical Success Factors
Author:Mick James
Editor: Peter Bartram
Exec. Editor: Colin Coulson-Thomas
- Real life experience of professional firms
- Focus on issues that increase business win rates
- Discover best practice among other consultancies and professional firms
- Learn new marketing strategies and techniques
- Essential reading for business development professionals and practice leaders
Selling consultancy and professional services is getting harder all the time in the face of more discriminating clients, a sharper focus on value-for-money results and tougher international competition. Drawing upon data on 128 activities and issues concerned with winning business and interviews to gain further insights these reports provide comparisons with the most successful and average performers. They examine why firms want to secure more business and the different roles people play in the process. They reveal why some firms are better than others at getting business from certain sources, making themselves attractive to potential clients, winning new business from existing clients and proactively seeking new business through different techniques. They also examine qualification, proposal preparation, negotiating a successful close and learning from new business pitches.
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