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Author: Tom McMakin
Publisher: John Wiley & Sons
ISBN: 1119683785
Category : Business & Economics
Languages : en
Pages : 265
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Book Description
Learn the secrets of how recurring revenue is driven at expert firms like BCG, KPMG, EY, and more Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships explains how to scale individual engagements into long-term business relationships. Cowritten by Tom McMakin, the coauthor of How Clients Buy and expert in account development, and colleague Jacob Parks, this book provides insights from key rainmakers at firms like Accenture, IBM, and more into how they drive growth from existing relationships. Never Say Sell is a business development guide for professional service providers like consultants, accountants, and lawyers, whether they are sole proprietors or members of account teams tasked with expanding key accounts. Doing good work with existing clients is not enough to have them come back to you again and again. You must do more. This book explores the techniques and methods that leading professional service providers use to add value, cross sell, and drive recurring revenue from existing engagements. Never Say Sell will help you turn one-and-done clients into some of your most exciting and lucrative relationships. It is a must-have for any professional who benefits from repeat business.
Author: Tom McMakin
Publisher: John Wiley & Sons
ISBN: 1119683785
Category : Business & Economics
Languages : en
Pages : 265
Get Book Here
Book Description
Learn the secrets of how recurring revenue is driven at expert firms like BCG, KPMG, EY, and more Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships explains how to scale individual engagements into long-term business relationships. Cowritten by Tom McMakin, the coauthor of How Clients Buy and expert in account development, and colleague Jacob Parks, this book provides insights from key rainmakers at firms like Accenture, IBM, and more into how they drive growth from existing relationships. Never Say Sell is a business development guide for professional service providers like consultants, accountants, and lawyers, whether they are sole proprietors or members of account teams tasked with expanding key accounts. Doing good work with existing clients is not enough to have them come back to you again and again. You must do more. This book explores the techniques and methods that leading professional service providers use to add value, cross sell, and drive recurring revenue from existing engagements. Never Say Sell will help you turn one-and-done clients into some of your most exciting and lucrative relationships. It is a must-have for any professional who benefits from repeat business.
Author: Tom McMakin
Publisher: John Wiley & Sons
ISBN: 111943470X
Category : Business & Economics
Languages : en
Pages : 279
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Book Description
The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.
Author: Scott French
Publisher:
ISBN:
Category : Law
Languages : en
Pages : 168
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Book Description
The FBI, IRS, CIA, job-screening firms, detectives and others use the old-fashioned polygraph, graphology, drug-screening tests and kinesic interviewing. Never Say Lie exposes the "science" of lie detection and shows how screening tests can be influenced by mechanical tricks, drugs, practice and knowledge. Learn how to manipulate the tests and testers - and get away with it.
Author: Melanie Milburne
Publisher: Harlequin
ISBN: 037313178X
Category : Fiction
Languages : en
Pages : 186
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Book Description
"I play by the rules, but they're my rules." Poppy Silverton is as untouched as the leafy English village where she runs a tearoom. But her home, her livelihood and her innocence are under threat…. Rafe Caffarelli is a mouthwatering specimen of Mediterranean manhood. He's a playboy billionaire and determined to buy Poppy's historic dower house. Poppy will not give up the only thing that remains of her childhood and family. She'll fight Rafe—and her attraction to him—all the way. And be the first woman to say "no" to a Caffarelli!
Author: Will Hobbs
Publisher: Harper Collins
ISBN: 0062223844
Category : Juvenile Fiction
Languages : en
Pages : 122
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Book Description
In this fast-paced adventure story set in the Canadian arctic, fifteen-year-old Inuit hunter Nick Thrasher comes face-to-face with a fearsome creature on a routine caribou hunt gone wrong. Part grizzly, part polar bear, this environmental mutant has been pegged the “grolar bear” by wildlife experts. Nick may have escaped this time, but it won’t be his last encounter. Then Nick’s estranged half-brother, Ryan, offers to take him on a rafting trip down a remote part of the Firth River. But when disaster strikes, the two narrowly evade death. They’re left stranded without supplies—and then the grolar bear appears. Will Hobbs brings his singular style to this suspenseful story about two brothers fighting for survival against the unpredictable—and sometimes deadly—whims of nature.
Author: Tess Gerritsen
Publisher: Harlequin
ISBN: 1460375181
Category : Fiction
Languages : en
Pages : 254
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Book Description
Twenty years after her father's plane crashes in the jungles of Southeast Asia, Willy Jane Maitland is finally tracking his last moves. She recognizes the danger, but her search for the truth is the only thing that matters. Willy knows she can't proceed without the help of ex-army officer Guy Barnard, who knows the mysterious land well. But in a place where truth has many faces, she suspects even Guy has hidden motives. What she couldn't have prepared for are the shocking secrets and the undeniable attraction. "Gerritsen is tops in her genre." - USA TODAY
Author: Tracey Corderoy
Publisher: Alison Green Books
ISBN: 9781407115580
Category : Children's stories
Languages : en
Pages : 32
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Book Description
The little princess wants everything NOW, or else - she'll CRY! But what happens when she wants her very own dragon? It's time for a whole river of tears ... With beautiful, fresh illustrations and a laugh-out-loud text, this is a glorious tale of adventure, friendship and finally learning to say please.
Author: Ann Angel
Publisher: Candlewick Press
ISBN: 0763677078
Category : Young Adult Fiction
Languages : en
Pages : 320
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Book Description
Fifteen top young-adult authors let us in on provocative secrets in a fascinating collection that will have readers talking. A baby no one knows about. A dangerous hidden identity. Off-limits hookups. A parent whose problems your friends won’t understand. Everyone keeps secrets—from themselves, from their families, from their friends—and secrets have a habit of shaping the lives around them. Acclaimed author Ann Angel brings together some of today’s most gifted YA authors to explore, in a variety of genres, the nature of secrets: Do they make you stronger or weaker? Do they alter your world when revealed? Do they divide your life into what you’ll tell and what you won’t? The one thing these diverse stories share is a glimpse into the secret self we all keep hidden. With stories by: Ann Angel Kerry Cohen Louise Hawes Varian Johnson erica l. kaufman Ron Koertge E. M. Kokie Chris Lynch Kekla Magoon Zoë Marriott Katy Moran J. L. Powers Mary Ann Rodman Cynthia Leitich Smith Ellen Wittlinger
Author: Bill Wallace
Publisher:
ISBN: 9780823410132
Category : Alcoholism
Languages : en
Pages : 0
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Book Description
Angry when they are excluded from the soccer team, sixth grader Justine and the rest of the school misfits form their own team and begin training with a coach who drinks heavily but gives them a special gift.
Author: Ricki Lake
Publisher: Simon and Schuster
ISBN: 145162719X
Category : Biography & Autobiography
Languages : en
Pages : 312
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Book Description
The world first met Ricki Lake in 1988 as Tracy Turnblad in the film Hairspray. Weighing in at just over 200 pounds, the 5'3" teenager challenged what it meant to be an overweight woman in America: this fat girl got the guy, was part of the in crowd, and could sing and dance like nobody was watching. When she got her own talk show at twenty-four, Ricki had been transformed. She was a slender, mature woman whose long-running show changed daytime television forever. And when Ricki left it all behind to follow her heart and produce The Business of Being Born, we once again saw her in a new light, as a passionate advocate who wasn’t afraid to stand up for her beliefs and work for change. Ricki Lake’s life has been a series of rebirths—from fat to skinny, married to divorced, rich to poor, and more. In her intimate, bold, and relatable book, Ricki shows us how her unique life in the spotlight offers wisdom to anyone who has ever struggled in her own skin. She takes us behind the scenes of her troubled childhood—filled with food issues, abuse, and an unabashed yearning for a better life outside of her suburban home. She pulls back the curtain on her talk show and her early days as a “fat actress,” and she shows how she reinvented herself as an author, filmmaker, and much beloved finalist on Dancing with the Stars. Ricki weathered near-bankruptcy and an extremely difficult divorce, but, as she writes, life always hands you the unexpected—so you should never say never. Much to her surprise, Ricki has dated some of Hollywood’s most eligible bachelors, appeared on the cover of Us Weekly magazine in a swimsuit, and fell in love when she least expected it. And now she’s ready to talk about it all. Never Say Never is an inspiring, entertaining, and down-to-earth account of one woman who defied the odds and refused to give up. By trusting her gut and following her heart, Ricki Lake turned an unconventional life into an unparalleled triumph, and this memoir stands as a hopeful, hilarious, and honest exploration of how any woman can do the same.
