How Clients Buy. A Practical Guide to Business Development for Consulting and Professional Services

  • ID: 4392243
  • Book
  • 272 Pages
  • John Wiley and Sons Ltd
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"A terrific resource for anyone looking to build a successful client service business. McMakin and Fletcher are spot on citing quality and trust as cornerstones."
Lynne Doughtie, U.S. Chairman and CEO, KPMG

"How Clients Buy provides essential advice to professionals who have to step up from delivering services to selling them."
Ford Harding, author of Rain Making and Creating Rainmakers

" Tom and Doug offer well grounded, practical advice on how to enhance business building, the most important skill any business, large or small, must tackle to grow and prosper. They take an ′outside in′ (client perspective) view and offer important personal guidance on how to be an effective ′grinder, minder and a finder.′ Their book is fun, easy to read and well worth the time invested."
Gary Singer, CMO, A.T. Kearney

"The best written book on the subject. If you′re a lawyer, accountant, or management consultant, read it on a plane ride home and change the trajectory of your career."
Jeffery Fox, author of How to Become a Rainmaker

"Selling expertise is hard. If your goal is to build your practice, Tom and Doug′s book is a master class in how it′s done."
Jeff Shore, author of The Buyer′s Experience and Host of The Buyer′s Mind podcast

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Tom McMakin
Doug Fletcher
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