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

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.

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