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The technology bust, terrorist attacks, corporate scandals and war have created a "perfect storm" of economic adversity leaving professional service providers facing the most challenging business environment in over a generation.
How are successful professional service providers (consultants, attorneys, accountants, entrepreneurs, advertising and PR executives, architects, etc.) selling and winning new business in these turbulent times? Author Robert Potter spent the last two years asking providers and their clients that question and found that the tactics that worked in better times are no longer sustainable. This book provides a map and navigation tools to penetrate and capture new business in the Invisible Market, the market where the business is really won. It takes the buying and selling patterns gleaned from top service professionals and their clients and translates them into a logical and learnable process that makes finding, accessing, winning and retaining new clients far easier and more rewarding.
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