The Real-World Guide to Selling Professional Services
If you’re among the millions, worldwide, whose livelihoods depend on sharing their skills and expertise with those who need them, you know that working as a consultant or professional service provider brings with it challenges unknown to those who sell tangible products like eyewear or farming equipment. Services are often misunderstood and under-valued, and, regrettably, they’re among the first items to be cut from tightening budgets. And with today’s staggering 11% global growth rate in the consulting and professional services industries, the competition for clients is now fiercer than it’s ever been. But if you’re like the vast majority of consulting and services professionals, all of your specialized training and education, not to mention your years of experience, count for little without a deep understanding of how clients buy.
The Seven Elements Assessment
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Tom McMakin is an engaging speaker who is passionate about helping expert services professionals be more effective at business development. Invite him to share practical insights into the real-world applications of the 7 Elements framework described in How Clients Buy with your team.
Doug Fletcher works one-on-one with professional service providers to help them achieve their growth objectives.
The company that Tom McMakin leads, Profitable Ideas Exchange (PIE), trains “next generation” partners in how to drive business development using reputation, relationships, and referrals. Learn how we think about selling professional services.
You handpick the executives with whom your team wishes to work. PIE recruits and interviews the executives, uncovers unmet needs, briefs your stakeholders, and facilitates compelling conversations.