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The Professional’s Guide to Business Development
Book

The Professional’s Guide to Business Development

How to Win Business in the Professional Services

Stephen Newton
Kogan Page, 2012

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Editorial Rating

7

Qualities

  • Applicable

Recommendation

Professionals spend years of study and work developing their specialized expertise, but their potential clients don’t know what differentiates one expert provider from another. Marketing-for-professionals expert Stephen Newton presents an insider’s guide to practice development, detailing how to develop the necessary systems and approaches for building a strong business. Newton capably delivers step-by-step, replicable – if occasionally repetitive – information, including nice charts and worksheets. He carefully explains why you should evaluate potential clients thoroughly; in fact, his elaborate evaluation system might seem too time-consuming and subjective. getAbstract welcomes Newton’s comprehensive, detailed approach. If you are a professional who needs effective, efficient ways to build your practice, his insights belong on your desk.

Take-Aways

  • Expertise alone is not enough to build a successful professional practice.
  • You must create a strong professional brand.
  • Your ideal clients should be firms in viable industries with strong economic prospects.

About the Author

Business coach and consultant Stephen Newton founded DLO Associates.

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    N. M. 7 years ago
    Invaluable advice and processes to better manage your client base. Important direction on how to interact with the various people in a prospective organisation. Excellent guidance on how to engage your clients and the importance of marketing. You Brand awareness is the getAbstract is powerful.