{"product_id":"101-marketing-strategies-for-accounting-law-consulting-and-professional-services-firms-hardback-9780471651109","title":"101 Marketing Strategies for Accounting, Law, Consulting, and Professional Services Firms (Hardback) 9780471651109","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003e101 Marketing Strategies for Accounting, Law, Consulting, and Professional Services Firms\u003c\/font\u003e\u003cbr\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003c\/p\u003e\n\u003cp\u003e\u003cfont size=\"4\"\u003eTroy Waugh (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9780471651109, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 11 May 2004\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e288 pages\u003cbr\u003e23.8 x 16.2 x 2.6 cm, 0.511 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003e\"Troy Waugh—'the rainmakers' rainmaker'—has provided a well-designed blueprint for selling professional services that skillfully draws upon his more than thirty years in the field. This practical, highly focused guide to the selling process can help our firms achieve sales successes measured not only by effort but also by bottom-line results.\"\u003cbr\u003e—\u003cb\u003eHoward B. Allenberg\u003c\/b\u003e, vice chairman and CIO, BDO Seidman, LLP \u003cp\u003eFinally, peerless focus on how to break into all aspects of the selling process and the currents of relationship and buyer development. Learn how to build your personal and firm business more successfully. Covers the process of relationship and buyer development. Provides proven strategies from hundreds of the world's successful firms.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eOrder your copy today!\u003c\/b\u003e\u003c\/p\u003e\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e\u003cp\u003eAcknowledgments xi\u003c\/p\u003e \u003cp\u003eIntroduction 1\u003cbr\u003eSelection Guide 3\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART I GETTING READY TO TRAIN\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003e1 Getting Acquainted 15\u003cbr\u003e\u003c\/b\u003eCocktail Party 16\u003cbr\u003eHopping and Scotching 18\u003cbr\u003eThe Meeting Zoo 23\u003cbr\u003eName That Hobby 28\u003cbr\u003eStellar Event 31\u003cbr\u003eVocal Wake-Ups 34\u003cbr\u003eWhose Role Is It Anyway? 36\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 Clarifying Expectations 39\u003cbr\u003e\u003c\/b\u003eExpect Aloft 40\u003cbr\u003eExpectation Dots 42\u003cbr\u003eGroup e-Mail 45\u003cbr\u003eQuick Pulse 47\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 Icebreakers \u0026amp; Warm-Ups 51\u003cbr\u003e\u003c\/b\u003eChange Is the Only Constant 52\u003cbr\u003eI Card You Not 54\u003cbr\u003eMerry Names-Go-Round 56\u003cbr\u003eRhyme Time 58\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 Climate Setting 61\u003cbr\u003e\u003c\/b\u003eAmaze Me, Amaze You 62\u003cbr\u003eShow and Tell 64\u003cbr\u003eShake the Shaker 66\u003cbr\u003eKoosh Balloon 69\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 Energizers 71\u003cbr\u003e\u003c\/b\u003eBatter Up! 72\u003cbr\u003eHoops n' Balls 74\u003cbr\u003eMiddle Initial 76\u003cbr\u003ePass the Picasso 78\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART II TRAINING TO TRAIN\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 Change Management 83\u003cbr\u003e\u003c\/b\u003eChange for Change's Sake 84\u003cbr\u003eChange Produces Chaos 86\u003cbr\u003eColor Your World 88\u003cbr\u003eIn the Middle 90\u003cbr\u003eTake Your Pic 93\u003cbr\u003eMaybe Good, Maybe Bad 95\u003cbr\u003eR.I.P. Competitor 97\u003cbr\u003eTheatre Chairs 99\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 Communication 103\u003cbr\u003e\u003c\/b\u003eIt's How You Show It! 104\u003cbr\u003eFour-Way Communication 107\u003cbr\u003eA Question to Communicate 110\u003cbr\u003eSwamp Land for Sale 115\u003cbr\u003eThey Fall from the Sky 119\u003cbr\u003eThink to Communicate 121\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 Conflict Management 125\u003cbr\u003e\u003c\/b\u003eThirty Seconds of Fame 126\u003cbr\u003eSo That's Why Our Departments Disagree! 130\u003cbr\u003eWhat's Your Style? 136\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9 Creative Thinking 139\u003cbr\u003e\u003c\/b\u003eCreative Thinking Tune-Up 140\u003cbr\u003eKoffee Klatch 144\u003cbr\u003eJust Add a Word 147\u003cbr\u003eMap n' Roam 149\u003cbr\u003eRelay Race 153\u003cbr\u003eVirtual Board of Directors 157\u003cbr\u003eWhat's Up? 161\u003cbr\u003eWink! Wink! 163\u003c\/p\u003e \u003cp\u003e\u003cb\u003e10 Decision Making 165\u003cbr\u003e\u003c\/b\u003eThe Art of Venn 166\u003cbr\u003eClimb the Pyramid 169\u003cbr\u003eCrazy Eights 172\u003cbr\u003ePitch and Pick 175\u003cbr\u003eStar of Innovation 177\u003cbr\u003eTriple Sort 181\u003cbr\u003eYour Level or Mine? 186\u003c\/p\u003e \u003cp\u003e\u003cb\u003e11 Diversity 191\u003cbr\u003e\u003c\/b\u003eA, B, C's of Diversity 192\u003cbr\u003eBlack and White, or a Rainbow? 194\u003cbr\u003eCross-Cultural Continuum 197\u003cbr\u003eDiversity Is a Puzzle 202\u003cbr\u003eMetaphor, Symbol, or Analogy? 204\u003cbr\u003eJust Alike Only Different 206\u003c\/p\u003e \u003cp\u003e\u003cb\u003e12 Idea Generation 211\u003cbr\u003e\u003c\/b\u003eArt Around 212\u003cbr\u003eBad Idea Hall of Fame 216\u003cbr\u003eIdea Conveyor Line 219\u003cbr\u003eDo You See What I See? 221\u003cbr\u003eFurry Careers 225\u003cbr\u003eIdeas by the Million 227\u003cbr\u003eInnovation Connection 229\u003cbr\u003eMultisense Gallery Tour 233\u003cbr\u003eHear Sounds and Write a Sentence 236\u003cbr\u003eWe've Got a Name for That! 239\u003cbr\u003eWheel O' Fortune 242\u003cbr\u003eYou're Looking at It! 245\u003c\/p\u003e \u003cp\u003e\u003cb\u003e13 Interviewing 249\u003cbr\u003e\u003c\/b\u003eGet a Job 250\u003cbr\u003eIt Was an Interview 254\u003cbr\u003eNext Question, Please! 257\u003c\/p\u003e \u003cp\u003e\u003cb\u003e14 Leadership 261\u003cbr\u003e\u003c\/b\u003eLeadership 360 262\u003cbr\u003eA Leading Experiment 267\u003cbr\u003eZip, Zap, Zup 271\u003c\/p\u003e \u003cp\u003e\u003cb\u003e15 Negotiation 273\u003cbr\u003e\u003c\/b\u003eHot Projects! 274\u003cbr\u003ePit, Peel, or Pie? 277\u003cbr\u003eYour Salary or Mine? 280\u003c\/p\u003e \u003cp\u003e\u003cb\u003e16 Team Building 285\u003cbr\u003e\u003c\/b\u003eBoats Afloat 286\u003cbr\u003eBreathlessly Building 291\u003cbr\u003eEgg Machine 295\u003cbr\u003eMasterpiece Theatre 300\u003cbr\u003eMatch Me Up 302\u003cbr\u003eTogether as One May Not Work 306\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART III POST-TRAINING\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e17 Evaluation 311\u003cbr\u003e\u003c\/b\u003eEvaluation Blender 312\u003cbr\u003eHeadlines Collage 315\u003cbr\u003eHello Again Anagrams 317\u003cbr\u003eHolistic and Balanced Debriefing 320\u003cbr\u003eLet's Have a Ball 323\u003cbr\u003eRows or Circles 325\u003cbr\u003eSit, Stand, Roam, Scout 327\u003cbr\u003eTo Brief or Not to Brief 330\u003cbr\u003eWhat Happened Here? 332\u003c\/p\u003e \u003cp\u003e\u003cb\u003e18 Implementation 335\u003cbr\u003e\u003c\/b\u003eBack It Up 336\u003cbr\u003eSystematize, Systematize, Systematize 339\u003cbr\u003eTarget Practice 341\u003cbr\u003eWacky Scenarios 344\u003c\/p\u003e \u003cp\u003eAbout the Editors 347\u003cbr\u003eAbout the Contributors 349\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Finance \u0026amp; accounting [\u003ca title=\"See our other books on Finance \u0026amp; accounting\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Finance%20\u0026amp;%20accounting%20%5BKF%5D%22\"\u003eKF\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52298022486296,"sku":"9780471651109","price":42.49,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9780471651109.jpg?v=1781731286","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/101-marketing-strategies-for-accounting-law-consulting-and-professional-services-firms-hardback-9780471651109","provider":"Freshly Printed Books","version":"1.0","type":"link"}