"Winning the Invisible Market advances the art of selling professional services to a higher level. The book de-mystifies a sometimes painful and complex process."
— Tom Rodenhauser - President, Consulting Information Services, LLC
"Winning In the Invisible Market couldn't have been written at a better time. It brings focus to the realities of our current marketplace."
— Ronald E. Gerevas - Partner & former CEO, Heidrick & Struggles
"There is an urgency about Winning in the Invisible Market that makes it must-reading for professional service providers in an increasingly difficult environment. Potter's approach is as lucid as it is programmatic, and admirably relevant to professional services. It probes the important next stage for every professional firm searching to understand who the buyers are and why they buy."
— Larry Smith - Director of Strategy, Levick Strategic Communications LLC
Author of Inside/Outside: How Businesses Buy Legal Services (American Lawyer Media, 2002)
"Winning in the Invisible Market brings practical insight and experienced based knowledge to those interested in being successful in the professional services business in these turbulent times."
— James S. Greene - Vice President, Global Financial Services, Cap Gemini Ernst & Young, U.S. LLC
"The market for professional services has changed dramatically in the last couple of years. Expertise is no longer enough to win the business. Winning In The Invisible Market shows professionals how to become experts on their clients to build long lasting and profitable partnerships."
— John Viola - Vice President, Senior Account Executive, Merrill Lynch Capital
"Reading Winning In The Invisible Market made me recognize some of the bad habits that I have fallen into, and reminded me that the "professional" part of "professional services" really means something."
— Jonathan Whitehead - Managing Director, BearingPoint
"Bob Potter's insights into the less understood process of selling professional services are unique and powerful. Winning in the Invisible Market is the new paradigm for selling professional services."
— Gunnar Branson - Former Chief Marketing Officer, Heller Financial
"Bob Potter thinks and writes clearly-a valuable asset in our fast paced business world. Winning In The Invisible Market focuses your attention on the eminently practical. What really works? Why? That's the key to success."
— Peter Pike - CEO, PikeNet
"We thought we knew how to sell because we were good at what we did. Winning In The Invisible Market showed us how to proactively access new relationships, build value and get paid for it. It gave us the road map and navigation tools to win."
— Kathy Huber - President, Market Insite Group
"Great sales strategy and tactics can be developed by mere mortals. Winning In The Invisible Market showed me how to create the business instead of wait for the business. That is critical in this market."
— Scott Reay - Executive Vice President, Business Development and Sales, BCCI Construction
"Acquiring new clients has never been more difficult. Tightly aligning your message and approach with potential clients' needs and situation is not an option - it's a prerequisite today. Winning In The Invisible Market shows how service providers can prosper even in tough markets. A must read for survival in your profession."
— Brian Bouren - Former Chief Marketing Officer, NerveWire, Inc.
"Being in the construction industry, I was stuck in the old way of marketing and sales. Winning In The Invisible Market changed my approach to potential new clients and, more importantly, my existing clients. Now my clients make faster decisions, and they are more committed as partners."
— Brian A Trainor - President, Trainor Commercial Construction
"Winning In The Invisible Market offers invaluable insight on the power of aligning to client interests to create win-win engagements."
— Lindsay Beaman - President, Corporate & Marketing Communications, Inc.
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