Selling Professional and Financial Services Handbook + Website

Scott Paczosa 지음

Wiley 2013년 11월 11일 출간

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An effective strategic framework for successful face-to-face selling for financial services industry professionalsTimes are very tough for people who sell professional services and Selling Professional and Financial Services Handbook offers a new solution proven in practice.The book describes methods the authors have used and taught since the 1990s, most recently at a major consulting firm, where they led a Global Business Development team to revenue gains of 500% over six years m- in a period that included the recession of 2008-10.The solution is not any new twist on face-to-face selling techniques or the art of persuasion.It's a strategic approach built around a simple fact: the markets are tight but far from static. Even with lean budgets, client companies must respond to urgent changes and emerging threats in their industries. Thus they will buy services from the sellers who can help them detect, understand, and cope with what's coming their way.This handbook outlines a systematic way of becoming such a valued resource.Readers learn to scan the horizon for early signs of ldquo;rock-ripple events.rdquo; Major changes in the business world often spring from new developments that are little noted or heeded, at first, by the client companies soon to be affected by them. But like a rock dropped in a pond, these events set off ripples that sweep through entire industry sectors, creating must-have service needs.The book is written for everyone who sells, or is responsible for selling, professional services.This includes but is not limited to: law firms, consulting firms, finance industry, public relations, engineering, and architectural services.Readers who can benefit from the dynamic approach hold a variety of positions. They include:Attorneys, consultants and other practitioners who must sell their services as well as execute.

Preface xiAcknowledgments xiiiA New Way to Sell 1Chapter 1 Changing Times, a New Dimension: The Rock-Ripple Strategy 3It&'s All about Recognizing Change 4What the Man on the Doorstep Did 6Sense the Wave, Trace the Ripples 7The Rock-Ripple Effect 9Chapter 2 Fields of Vision, New Relationships: On Being a Guru 11What Doesn&'t Work; What Does 11Building Guru Status 13Creative Solutions 14What&'s Next? 16Chapter 3 The Four-Stage Process: Why and How It Works 17Why the First Mover Wins 17Getting Started, from Wherever You May Currently BE 21How the Stages Work 22Stage 1: IDENTIFYChapter 4 The Identify Stage: What to Look For 33The Industrial Mindset 33Defining and Thinking about What to Look For 35Experiments in Mind Stretching 38Drawing Parallels 40Chapter 5 The Identify Stage: How to Look Systematically 43The Entrepreneurial Mindset 43Putting Yourself in the Path 44Tapping the Internet 44Tapping Human Intelligence 46Narrowing Down and Homing In: How the Identify Process Comes Together 47Moving On 48Stage 2: EVALUATEChapter 6 Intro to Evaluation: Basics and the First Step 53The Process: First Things First 54Lost in Space 56Other Possible Outcomes 56Numbers versus Judgment 57Moving On 58Chapter 7 Deeper Evaluation 59Evaluation Points 59Getting to “No” 63A Note on Strategy versus Sales Skills 65“Yes,” Plus Continuous Improvement 66Every Step Counts 68“Yes” Plus One for the Portfolio 68Stage 3: INNOVATEChapter 8 Innovation and Preparation 73Where You Stand in the Process 74Innovating the Solution 74The Multilayered Benefits of Innovati

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저자(글) Scott Paczosa

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Scott Paczosa is a Managing Director in the Chicago office of Navigant Consulting, Inc., with a global leadership role in strategic initiatives, identifying emerging issues and developing strategic responses to breaking market developments. Mr. Paczosa has spent over twenty years coordinating a wide array of services to clients from Fortune 10 corporations to law firms, and across numerous industries including banking and finance, healthcare and pharma, energy, insurance, steel, and transportation. These services have included investigative and litigation services, expert witness testimony, restructuring, valuation, strategy, M#38;A, performance improvement, due diligence, compliance, and innovative risk#45;reduction. He frequently works with corporate executives and attorneys from leading law firms to develop innovative solutions for complex issues, both in domestic and international markets. Mr. Paczosa has been intimately involved in developing the firm#39;s approach to assisting clients impacted by the turmoil of the credit crisis. Mr. Paczosa has also been heavily involved in the data breach, healthcare, antitrust, white#45;collar, mortgage servicing, securities initiatives, and key account program to name a few.Chuck Peruchini is a Managing Director in the Chicago office of Navigant Consulting, Inc. He has sixteen years of experience providing clients with a range of financial advisory services, such as litigation support, valuation, restructuring, and investment banking services. At Navigant, Mr. Peruchini is focused on developing innovative strategic initiatives. Working with practitioners across the firm, he applies the strategies depicted in this book to translate emerging issues into innovative solutions for clients#39; most pressing needs. Mr. Peruchini is an inaugural inductee into Navigant#39;s Client Service Hall of Fame.

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