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.
In this summary, you will learn
- Why you need more than professional expertise to build a successful practice,
- Why clients must “like and trust” you,
- Why and how to identify and target ideal clients, and
- How to present yourself to possible clients, including the right people within targeted firms.
About the Author
Business coach and consultant Stephen Newton founded DLO Associates.
Comment on this summary
2 years agoInvaluable 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.