Professional Services

International expert and consultant David Maister offers a brilliant and accessible guide to every management issue at play in professional firms. Professional firms differ from other business enterprises in two distinct ways: first, they provide highly customized services and thus cannot apply many of the management principles developed for product-based industries. Second, professional services are highly personalized, involving the skills of individuals.

How to Win Client Business When You Don't Know Where to Start provides a masterclass in teaching the practical techniques and concrete strategies that professional services providers were never taught in school or on the job. Pragmatic lessons take the place of the vaguely defined principles found in competing books to turn listeners from sales novices into rainmakers.

We are in the golden era of boutiques. The business models of your clients are being disrupted. This makes it virtually impossible for them to have all the required expertise in-house. They are looking for external expertise. They have big budgets to spend. Clients are buying from boutiques in record numbers. The sun is shining. Time to make hay.

Built from Scratch is the story of how two incredibly determined and creative people - and their associates - built a business from nothing to 761 stores and $30 billion in sales in a mere 20 years. Built from Scratch tells many colorful stories associated with The Home Depot's founding and meteoric rise; shows that a company can be a tough, growth-oriented competitor, and still maintain a high sense of responsibility to the community; and provides great lessons useful to people in any business, from start-ups to the Fortune 500.

Years ago, developing and sustaining a book of business was not as big a problem for accountants, attorneys, financial planners, and other professionals as it is today. Clients were more loyal to the firms they worked with, and unlikely to shop your services, compare rates, or jump ship. Times have changed! And if you don't change along with them...well, you're not going to enjoy yourself or have as much control over your career as you deserve. Believe it or not, you can enjoy the process of expanding your client base.

The 13 chapters of The Art of War, each devoted to one aspect of warfare, were compiled by the high-ranking Chinese military general, strategist, and philosopher Sun-Tzu. In spite of its battlefield specificity, The Art of War has found new life in the modern age, with leaders in fields as wide and far-reaching as world politics, human psychology, and corporate strategy finding valuable insight in its timeworn words.

The Customer Success Manager has become a critical asset to organizations across the business landscape. As the subscription model has spread from the cloud and SaaS to more sectors of the economy, that pivotal role will only grow in importance. That's because if you want to compete and thrive in this new environment, you need to put the customer at the center of your strategy. You need to recognize you're no longer selling just a product. You're selling an outcome.

In recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way clients buy services. In response, Winning the Professional Services Sale argues for fundamental changes in the seller's mindset and sales strategies. Rather than pressing the sale, salespeople must help clients buy - the way that works best for each client. This new approach gives buyers what they now want in a services seller: a consultative problem solver, change agent, and solution integrator, all rolled into one.

The subscription business model is hot - from software to music to movies to diet programs, investors and public markets want businesses that create recurring payments from unlimited customers. The old sales and marketing methods can handle attracting new customers for growth; however, only in the last five years has a discipline emerged that views growth in relation to retention, not just sales.

Are you tired of feeling constantly fatigued, battling unexplained muscle soreness, or struggling with persistent headaches? Do you find yourself plagued by recurrent gastrointestinal symptoms or grappling with anxiety and attention deficit hyperactivity disorder (ADHD)? If so, you might be experiencing the symptoms of histamine intolerance—but fear not, relief is within reach. "Beating Histamine Intolerance Naturally," is a groundbreaking book that unveils a holistic approach to combatting this often misunderstood and misdiagnosed condition so you can reclaim your vitality. This concise ...

Improve your physical, mental, and emotional health with the plant that is rewriting medicine as we know it. An ancient system designed to protect and heal, the endocannabinoid system is a group of receptors, molecules, and enzymes crucial to optimum health. The Endocannabinoid System and Cannabis: A Perfect Partnership for Self-Regulation and Healing explores how this ancient system works and how the cannabis plant provides molecules that can heal and regulate multiple body functions. Whether an experienced cannabis user or a first-time explorer, you'll be empowered to use cannabis to ...

The Service Culture Handbook is a step-by-step guide to help you develop a customer-focused culture in your company, department, or location. Whether you're just beginning your journey, or have been working on culture for years, this handbook will prepare you to take the next step. You'll receive actionable advice, straightforward exercises, and proven tools you can utilize immediately.

Escape the turbulent cycle of disruptive mood dysregulation disorder (DMDD) and say goodbye to mood swings and emotional turmoil with the practical and evidence-based strategies in this groundbreaking book. Written specifically for parents by a natural health expert and father of a child with DMDD who knows, this definitive guide provides a roadmap to help your child overcome DMDD using natural solutions. Discover what factors cause DMDD and how your child’s brain processes emotions, sensory input, social cues, and situations differently than neurotypical children. Get practical advice ...

Never Say Sell 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 into how key rainmakers at firms like Accenture and IBM 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.

In “The Molecular Polypharmacology of Essential Oils: Targets, Pathways, and Mechanisms,” renowned natural medicine expert Dr. Scott A. Johnson takes you on a revolutionary journey into the molecular science behind essential oils. With decades of research distilled into this comprehensive guide, you'll gain an unprecedented look at how essential oils work—not just anecdotally, but at the cellular and molecular levels. This powerful book explores the inherent polypharmacology of essential oils—their natural ability to influence multiple targets and mechanisms simultaneously—due to ...

An essential guide for people with ankylosing spondylitis (AS), their loved ones, and physicians who want to discover the research and evidence-based natural options to beat AS naturally. Explore the intricacies of ankylosing spondylitis and how it affects the body with someone who actually has AS—bestselling author, naturopath, and natural health expert Dr. Scott A. Johnson. • Learn the connection linking AS, eating, and gut health and how being armed with this knowledge may help you reduce AS symptoms. • Examine evidence-based natural remedies to quiet inflammation, soothe pain, and...

With its own nervous system, a microbiome that regulates virtually all body systems, and as home to the majority of your immune system, your gut is the core of your health. Relentlessly challenged by our modern lifestyle, gut health often falls victim to neglect, leading to dysregulated immune function and a host of related issues. Modern science and advances in our understanding of the gut reveals that poor gut health is the hidden root cause of many chronic diseases. However, hope and healing is obtainable through the transformative power of lifestyle adjustments and natural remedies. ...

COMPUTATIONAL LINGUISTICS AND ARTIFICIAL INTELLIGENCE --- This book offers a comprehensive exploration of the intersection between artificial intelligence (AI), natural language processing (NLP), and computational linguistics, providing an in-depth analysis of their impact across various domains. It gets into the challenges of developing NLP tools for low-resource languages, emphasizing the need for linguistic diversity in the digital age. Ethical considerations in AI language models are scrutinized, highlighting the importance of responsible AI development. The book also addresses the ...

Conquer the CRCST Exam: Certified Registered Central Service Technician Study Guide for Sterile Processing Professionals is a concise, focused resource designed to help candidates prepare for the CRCST certification. This book highlights core principles in sterilization, instrumentation, and infection control, helping readers reinforce their understanding of key concepts and identify areas for further review. Rather than offering an exhaustive textbook or extensive test bank, this guide provides essential content summaries aligned with exam domains. Each chapter presents real-world examples...

Conventional wisdom says most startups need to be in Silicon Valley, started by young engineers around a sexy new idea and backed by VC funding. But as Mikkel Svane reveals in Startupland, the story of founding Zendesk was anything but conventional. Founded in a Copenhagen loft by three 30-something friends looking to break free from corporate doldrums, Zendesk Inc. became one of the hottest enterprise software companies, rapidly growing with customers in 150 countries. But its success was anything but predestined.