Posts from January 2011

Sometimes buyers don't know how to buy. Don't be afraid to show them.

A recent conversation with my nephew reminded me how a little guidance can go a long way when tackling something for the first time.

I was telling my nephew, a newly licensed driver, about my first experience piloting my ’68 Buick into the big city. The big city in this case is Boston, a labyrinthine tangle of one-way streets masquerading as a modern metropolis. Throw in aggressive drivers with a pathological penchant for double parking and you’re courting disaster the second your front bumper crosses into the city limits.

As I nosed my Buick into the city for the first time all those years ago, everything fell apart…fast. Nothing looked familiar. It seemed like the entire city was on my rear bumper, and…darn, that was my turn.

I needed a guide.

The New Rules of Selling Consulting Services in 2011

Selling in professional services firms has changed. Gone are the days when repeat business and referrals were enough to grow your practice, when providing great service and results led to more business, when you were the only consultant, accountant, lawyer, or engineer on the block providing your specific service specialty.

Prospects are busier than ever, there’s ten-times more competition, and price pressure is rampant.

Despite these challenges, there are many service providers thriving in the new economy. To help you overcome the selling challenges and grow your firm in 2011, we’ve created the special report, The New Rules of Selling Consulting Services in 2011. 

In this report, our very own Mike Schultz not only reveals the new rules for selling professional services, but also explains how you must transform the way you sell in 2011.