Product Description

Follow the expert advice in this book––the fourth in The Ultimate Consultant Series––and you won′t fall victim to the success plateau that undermines many consultants. If you feel that your work has become easier, it may be that you′re not climbing "up" but rather moving laterally. And, sooner or later, your plateau will begin to erode and you′ll find yourself on a decline. In How to Acquire Clients, Alan Weiss, internationally recognized consultant and author of the best–selling Million Dollar Consulting, shows you how to continue to move "up the mountain."

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Product Details

• Amazon Sales Rank: #429155 in Books
• Published on: 2002-04-12
• Original language: English
• Number of items: 1
• Binding: Paperback
• 208 pages

Review
"This is the fourth book in Alan Weiss′ Ultimate Consultant Series and probably the best in the lot." (APC, 5/02)

"This is the fourth book in Alan Weiss′ Ultimate Consultant Series and probably the best in the lot." (APC, 5/02)

From the Inside Flap
Alan Weiss, expert consultant and author of the best–selling book Million Dollar Consulting has written this, the fourth book in The Ultimate Consultant Series, to help refresh, revitalize, and reawaken successful consultants (and those who want to be successful) to the need to continually seek more and better business. "Better" business also means a higher–quality business that successful consultants accrue once they′ve paid the dues and taken the risks: higher fees for less labor–intensive work, passive income, alliances which drive your business, and selective and appealing instances and locales that combine personal goals with business improvement.
Topics in the book include

• Identifying opportunities
• Preparing for success
• Gaining market share
• Guaranteeing repeat business
• Selective acquisition
• And much more

Each chapter includes four "success models," three of which are contributed by other, successful practitioners:

• "Best Practices" shares highly successful techniques.
• "The One That Got Away" offers insights gained from failure.
• "The Twilight Zone" demonstrates the unlikely and unimaginable in client acquisition.
• "Who Could Make This Up," contributed by the author himself, provides some of the ironies and peculiarities of the wonderful but odd profession we′re all a part of.

From the Back Cover
Follow the expert advice in this book––the fourth in The Ultimate Consultant Series––and you won′t fall victim to the success plateau that undermines many consultants. If you feel that your work has become easier, it may be that you′re not climbing "up" but rather moving laterally. And, sooner or later, your plateau will begin to erode and you′ll find yourself on a decline. In How to Acquire Clients, Alan Weiss, internationally recognized consultant and author of the best–selling Million Dollar Consulting, shows you how to continue to move "up the mountain."

"Alan Weiss′s wisdom wins contacts, clients, and contracts. Buy this book and use it every day."
––Jeff Gitomer, author, The Sales Bible and Customer Satisfaction Is Worthless, Customer Loyalty is Priceless

"Concise, practical, real–world strategies to get the contract. Weiss reveals how to land the big business fast."
––Randy Gage, president, Gage Direct Marketing

"Alan Weiss has done it again! This book is a real eye opener for those of us who may have fallen into what he describes as ′the success trap.′ Incredible insight into how to recharge your marketing and sales batteries!"
––George Morrisey, author Morrisey on Planning series

"How to Acquire Clients should be required reading for anyone who sells for a living. I read this book and was struck by how relevant Alan′s advise is to what we need to do––and keep doing."
––Jarvis Coffin, CEO, BURST! Multimedia, LLC

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Customer Reviews

A model for acquiring clients
This is Highly recommended if you're looking for a straightforward book on acquiring consultancy clients as a start up or established sole consultant. The main message he continually emphasises is that that unless you're talking to the 'economic' buyer you're basically wasting your time. He has a phrase which I particularly like "I'm constantly surprised how stupid I was just two weeks ago" which for better or worse I can relate to very strongly. Highly recommended, I'm using Alan Weiss as my role model for acquiring clients.