Winning In The Invisible Market: A Guide To Selling Professional Services In Turbulent Times - Softcover

Potter, Robert A.

Softcover

ISBN 10: 0974320005 ISBN 13: 9780974320007

Publisher: R A Potter Advisors Llc, 2003

Synopsis

How are successful professional service providers (consultants, attorneys, accountants, entrepreneurs, advertising and PR executives, architects, etc.) selling and winning new business in these turbulent times? Author Robert Potter spent the last two years asking providers and their clients that question and found that the only way to win in these times is to engage clients in the invisible market before they look for service providers. He also found that the tactics that worked in better times are no longer sustainable. This book provides a map and navigation tools to penetrate and capture new business in the Invisible Market. It takes the buying and selling patterns gleaned from top service professionals and their clients and translates them into a logical and learnable process that makes finding, accessing, winning and retaining new clients far easier and more rewarding.

About this title

About the Author

Robert A. Potter is the managing principal of RA Potter Advisors LLC, a marketing and sales strategy consulting practice serving professional service providers. Bob spent 25 years in sales and business development for IBM, McGraw-Hill, Dean Witter and MBIA. He has opened new markets in the U.S., Mexico, Australia and Asia. He received his B.A. degree from Santa Clara University and his M.B.A from UC Berkeley. He lives with his wife and sons in San Anselmo, CA.

Bob is a frequent speaker and writer on the topic. If you would like more information, please contact Bob at:

RA Potter Advisors bpotter@rapotter.com

From the Inside Flap

"Winning In The Invisible Market couldn t have been written at a better time. It brings focus to the realities of our current marketplace."
-- Ronald E. Gerevas,
Partner & former CEO,
Heidrick & Struggles

" must-reading for professional service providers...as lucid as it is programmatic, and admirably relevant...for every professional firm searching to understand who the buyers are and why they buy."
--Larry Smith - Director of Strategy,
Levick Strategic Communications LLC,
Author of Inside/Outside: How Businesses
Buy Legal Services (American Lawyer Media, 2002)

" practical insight and experienced based knowledge {for} those interested in being successful in the professional services business in these turbulent times."
--James S Greene Vice President,
Global Financial Services,
Cap Gemini Ernst & Young, U.S. LLC

" advances the art of selling professional services to a higher level. The Book de-mystifies a sometimes painful and complex process."
--Tom Rodenhauser President,
Consulting Information, LLC

"The market for professional services has changed dramatically in the last couple of years. Expertise is no longer enough to win the business. Winning In The Invisible Market shows professionals how to become experts on their clients to build long lasting and profitable partnerships."
--John Viola - Vice President,
Senior Account Executive,
Merrill Lynch Capital

"Reading Winning In The Invisible Market made me recognize some of the bad habits that I have fallen into, and reminded me that the "professional" part of "professional services" really means something."
--Jonathan Whitehead -
Managing Director, BearingPoint

"Bob Potter's insights into the less understood process of selling professional services are unique and powerful. Winning in the Invisible Market is the new paradigm for selling professional services."
--Gunnar Branson - Former Chief
Marketing Officer, Heller Financial

"Bob Potter thinks and writes clearly a valuable asset in our fast paced business world. Winning In The Invisible Market focuses your attention on the eminently practical. What really works? Why? That's the key to success."
--Peter Pike - CEO, PikeNet

"We thought we knew how to sell because we were good at what we did. Winning In The Invisible Market showed us how to proactively access new relationships, build value and get paid for it. It gave us the road map and navigation tools to win."
-- Kathy Huber - President,
Market Insite Group

"Great sales strategy and tactics can be developed by mere mortals. Winning In The Invisible Market showed me how to create the business instead of wait for the business. That is critical in this market."
-- Scott Reay - Executive Vice President, Business Development and Sales, BCCI Construction

"Acquiring new clients has never been more difficult. Tightly aligning your message and approach with potential clients' needs and situation is not an option - it's a prerequisite today. Winning In The Invisible Market shows how service providers can prosper even in tough markets. A must read for survival in your profession."
--Brian Bouren - Former Chief
Marketing Officer, NerveWire, Inc.

"Being in the construction industry, I was stuck in the old way of marketing and sales. Winning In The Invisible Market changed my approach to potential new clients and, more importantly, my existing clients. Now my clients make faster decisions, and they are more committed as partners."
-- Brian A Trainor - President,
Trainor Commercial Construction

"Winning In The Invisible Market offers invaluable insight on the power of aligning to client interests to create win-win engagements."
--Lindsay Beaman - President,
Corporate & Marketing Communications, Inc.

Edition details

• Publisher: R A Potter Advisors Llc
• Publication date: 2003
• Language: English
• ISBN 10: 0974320005
• ISBN 13: 9780974320007
• Binding: Paperback
• Number of pages: 138