The Passionate Professional - Creating value, success, prosperity

 
9780646459264: The Passionate Professional - Creating value, success, prosperity
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Great business development in the professional services space is really about behaviour: what you do at the moments that matter. Plans and systems and processes and support materials are nice, and a help. But the choices made at the moments that matter largely determine the outcomes. And that pattern of choices and decisions create professional destiny.

The passionate professional is full of powerful business development ideas, insights, and techniques. Much more than just a reference work, The passionate professional presents smart business development choices, then calls readers to action.

This book is an easy read for busy people. Written in short, punchy article-style, the book is perfect for five minutes with a cup of coffee, as well as an authoritative reference volume on just about everything related to business development for professionals.

Not only lawyers and accountants will benefit from reading The passionate professional, any professional or marketer who sells high-value expertise will take something away from this book. Taking one good idea, understanding it, and integrating it into everyday professional behaviour will make a positive difference.

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About the Author:

Linda offers strategic practice development counsel to lawyers and other expert professionals.

She works with professional services firms to win business in the face of tough competition, develop effective strategic business acquisition and retention plans, and create profitable and sustainable practices. Linda has an exceptional track record of success in winning business for law firms through tenders, proposals, and competitions.

Linda has earned a reputation for rapid and insightful problem diagnosis plus creative, pragmatic (and sometimes fierce) analysis and wise advice which makes a substantial difference to outcomes. She is often introduced as Australia's answer to David Maister.

Her book, The passionate professional - creating value, success, prosperity is a collection of easy-to-digest wisdom and practical advice.

Linda is also a professional company director and has four years experience as board member and audit committee chair of an ASX-listed media and business services company and award-winning not-for-profit EpilepsyAction.

She is a popular keynote speaker at legal and professional services conferences both in Australia and overseas. Linda lectures on marketing, strategic management, and professional practice development at post-graduate level and is a faculty member of the practice management and partner accreditation course for the College of Law.

With the support of her team, she has conducted many large-scale attitudinal studies of major consumers of legal and other expert services. She researches legal services usage by insurance, financial services, banking, property, and public sectors.

Linda lives the principles and models the values and beliefs she articulates.

Review:

Linda Julian is a Sydney-based consultant to professional services firms and is often, according to her web site, introduced as Australia s answer to David Maister. Her book is a series of short essays or advice pieces, organized by topics, and gleaned from the author s prior articles, presentations, e-tips, and columns. The book is written so that if you have only a few minutes to read and reflect, the organization of the material makes that possible. As she notes, the bite-size chapters are digestible doses which can readily be applied in everyday professional life.

The design of the book is compelling and engaging, and you are drawn to pick it up for that reason alone. Although the book is directed primarily at the service provider, there are many insightful questions that marketers can use in working with attorneys. Her chapter, Tender Debriefing, (and for those of us who are Americans, this means of course proposal or RFP debriefing rather than a gentle approach), is worth the price along. Some of the questions she suggests asking are: Why did you go to tender?
How do you identify which firms to invite?
What were your selection criteria and how were they weighted?
Did your views change during the tender process?
What value adds were you offered?
And many more....

Some of the chapters focused exclusively on what to do, without guidance as to how to do it but that s where seasoned in-house professionals will add value. Use Julian s book as a guideline for what to do, and then implement those suggestions. Other chapters are filled with great suggestions and wonderful questions.

Book chapters include: What Clients Want; Building Your Profile: Establishing Trust Relationships; Strategy and Planning; Growing Through Referrals and Networks; Creating New Clients; Winning Competitions: Tenders, Proposals, Bids and Pitches; Practical Business Development Tools and Collateral; Business Development Behaviours; Rewards: Pricing and Leveraging Value; Sustaining and Expanding Client Relationships; Doing Well in Difficult Times; Mobilising and Energizing Your Team; and Tracking Your Success.

For a relatively new marketer or an attorney, the book is a must have. For more senior marketers, the book provides a valuable series of reminders of what to do and brilliant questions to use in guiding attorneys. --Linda Hazelton, Legal Marketing Association

Linda Julian's decades of experience and her own passion for helping lawyers create prosperous practices are obvious from the first page of this sizeable book. Her biggest achievement here is the way she presents important sales & marketing concepts to a professional audience that may be unfamiliar with them, using an accessible and readable style that respects the reader's intellectual capability whilst also challenging them to think more laterally about the clients they serve (or would like to serve). Highly recommended for any expert professional, but particularly any lawyer, who tends to struggle with the realities of marketing and selling. --Robyn Haydon, Principal Consultant, Winning Words and author of "The Shredder Test: The Australian guide to writing winning proposals"

Linda has the Midas touch when it comes to turning lacklustre professional practices into highly profitable money machines. With her unique combination of practical know-how and proven methods, Linda helps her clients win new business while other firms pack their tents to go home. Linda s keen strategies and ability to quickly identify and solve problems has made her law marketing s shining star. Whether you re reading Linda s eTips or paying a well-deserved fee, you can be sure that Linda s skills and insights will return your investment of time, money and energy several fold. --Trey Ryder, Lawyer Marketing Specialist, Arizona USA

Linda has the Midas touch when it comes to turning lacklustre professional practices into highly profitable money machines. With her unique combination of practical know-how and proven methods, Linda helps her clients win new business while other firms pack their tents to go home. Linda s keen strategies and ability to quickly identify and solve problems has made her law marketing s shining star. Whether you re reading Linda s eTips or paying a well-deserved fee, you can be sure that Linda s skills and insights will return your investment of time, money and energy several fold. --Trey Ryder, Lawyer Marketing Specialist, Arizona USA

Linda Julian's decades of experience and her own passion for helping lawyers create prosperous practices are obvious from the first page of this sizeable book. Her biggest achievement here is the way she presents important sales & marketing concepts to a professional audience that may be unfamiliar with them, using an accessible and readable style that respects the reader's intellectual capability whilst also challenging them to think more laterally about the clients they serve (or would like to serve). Highly recommended for any expert professional, but particularly any lawyer, who tends to struggle with the realities of marketing and selling. --Robyn Haydon, Principal Consultant, Winning Words and author of "The Shredder Test: The Australian guide to writing winning proposals"

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