How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services

Praise for HOW CLIENTS BUY

"A terrific resource for anyone looking to build a successful client service business. McMakin and Fletcher are spot on citing quality and trust as cornerstones."
Lynne Doughtie, U.S. Chairman and CEO, KPMG

"How Clients Buy provides essential advice to professionals who have to step up from delivering services to selling them."
Ford Harding, author of Rain Making and Creating Rainmakers

" Tom and Doug offer well grounded, practical advice on how to enhance business building, the most important skill any business, large or small, must tackle to grow and prosper. They take an ′outside in′ (client perspective) view and offer important personal guidance on how to be an effective ′grinder, minder and a finder.′ Their book is fun, easy to read and well worth the time invested."
Gary Singer, CMO, A.T. Kearney

"The best written book on the subject. If you′re a lawyer, accountant, or management consultant, read it on a plane ride home and change the trajectory of your career."
Jeffery Fox, author of How to Become a Rainmaker

"Selling expertise is hard. If your goal is to build your practice, Tom and Doug′s book is a master class in how it′s done."
Jeff Shore, author of The Buyer′s Experience and Host of The Buyer′s Mind podcast

TOM McMAKIN is CEO of Profitable Ideas Exchange (PIE), a leading provider of business development services for consulting and professional services firms. Previously, he held leadership positions in private equity and served as the chief operating officer of Great Harvest Bread Co, a multi–unit operator of bread stores. Tom is the author of Bread and Butter, a critically– acclaimed book that describes his work at Great Harvest and how he and his team created a nationally recognized corporate learning community and culture of best practices using collaborative networks. He has appeared on the pages of Fast Company, Inc. magazine, Newsweek, BusinessWeek and The Wall Street Journal and speaks widely. He is a graduate of Oberlin College and former Peace Corps Volunteer in Cameroon.

DOUG FLETCHER currently splits his time between speaking/writing/coaching on the topic of business development in consulting and professional services and teaching at the Jake Jabs College of Business & Entrepreneurship at Montana State University. He also serves on the Board of Directors of The Beacon Group, a growth strategy consulting firm headquartered in Portland, Maine. Prior to that, he was co–founder and CEO of North Star Consulting Group, a technology–enabled consulting firm that specialized in global web–survey projects. Earlier in his professional life, Doug served as a consultant with the management consultancy, A.T. Kearney, and was trained at General Electric in its leadership development program. He is a graduate of Clemson University and has an MBA from the University of Virginia′s Darden School of Business Administration.

www.howclientsbuy.net