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.

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.

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.

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.

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.

Luvvie Ajayi Jones is known for her trademark wit, warmth, and perpetual truth-telling. But even she's been challenged by the enemy of progress known as fear. She was once afraid to call herself a writer, and nearly skipped out on doing a TED talk that changed her life because of imposter syndrome. As she shares in Professional Troublemaker, she's not alone.

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...

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.

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.

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.

In today's fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of one's discipline is not enough, assert professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients. In this 20th anniversary edition, Maister, Green, and Galford enrich our understanding of today's society and illustrate how to be effective communicators in a digital world.

Book Yourself Solid has been one of the most popular marketing guides in the world for service-based businesses since its initial release in 2006. This new third edition includes updated and expanded strategies, techniques, and skills to help you get more clients and increase your take-home profits.

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 ...

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...

Turn Your Photography Passion Into a Profitable Business Success in portrait photography isn’t just about mastering your camera — it’s about building a powerful brand, understanding your clients, and creating a business that thrives. In The Professional Photography Playbook, acclaimed Master Photographer and Photographic Craftsman Jeff Lubin shares the exact strategies he used to build a 7-figure portrait studio. This no-fluff guide is packed with tools to help you: Craft a signature style that sets you apart Attract high-paying, loyal clients Build long-term marketing partnerships ...

Many people know that they have expertise and skills to offer other businesses. They dream of starting their own company, but one thing holds them back: fear. With this fear comes unanswered questions: How do I get started? Who do I need to contact? How much should I charge? How do I put together contracts? How can I stay productive and sane working on my own? And this big question: Can I make a living? In this compact guidebook, Patricia Steele addresses these questions and much more. Using her own experiences and those of others, she explains and demonstrates six basic steps to becoming a...

Whether you are new to essential oils, a long-time user, or a healthcare professional wishing to integrate essential oils into your practice, this book will quickly become your go-to resource! Endorsed by MDs, DOs, NPs, and doulas. Thousands of hours of research, clinical observations, ancient practices, and practical use are distilled into this ultimate guide to essential oils that combines evidence-based research with the art of natural healing to realize the maximum benefits of therapeutic essential oils. What’s included: ~ In depth profiles for 88 botanical species of essential oils ...

Ever wondered what it takes to succeed on the National Police Officer Selection Test and launch a career in law enforcement? The NPOST is more than just a test it’s a comprehensive evaluation of the skills, knowledge, and judgment required to excel as a police officer. Passing it is the first step toward a rewarding career, and the right preparation makes all the difference. This all-in-one NPOST study guide gives you the confidence and competence to succeed.

Are you eager to get into your desired military branch as fast as possible? In order to land your dream job, serve your country, earn money, and embark on the adventure of a lifetime? We want to make that vision come true for you. Yet unfortunately, you're directly competing against your fellow brothers in the exam—and you should aim to get into the top percentile of test takers to ensure you get into the military branch of your choice.

Are you preparing for the AWS Certified Solutions Architect Professional exam and looking for a way to fast-track your exam success? These AWS Solutions Architect Professional Training Notes are your ultimate resource to help you save time and pass the SAP-C02 exam on your first attempt. The AWS Solutions Architect PRO certification is one of the most challenging in the world of Cloud Computing and requires an advanced knowledge of Amazon Web Services, including designing complex architectures, cost optimization strategies, hybrid cloud solutions, high availability, scalability, migration ...