selling professional services

The Original Accounting and Law Marketing Professional, Bruce Marcus, Releases 16th Book

Michelle Golden
November 05, 2011 01:38

A few months ago, I had one of those career shock-and-honor moments. Bruce Marcus (of The Marcus Report and Marcus Letter fame) called to ask me if I would write the introduction for his sixteenth... A few months ago, I had one of those career shock-and-honor moments.  Bruce Marcus (of The Marcus...

Should You Let People Pick Your Brain for Free?

Michelle Golden
May 20, 2011 14:21

Yesterday I read an article on Forbes by Adrienne Graham called "No You Can't Pick My Brain For Free." And it prickled me a little. The author has some legit points. Some people definitely do...Yesterday I read an article on Forbes by Adrienne Graham called "No You Can't Pick My Brain For Free."...

Approaches for closing the deal – How to ask

Ford Harding
April 15, 2010 13:46

Many consultants are uncomfortable asking for the sale.  They have a fear of rejection or say it feels pushy to ask and courteous to wait.  By waiting, what they don’t realize is that they could lose the sale!  Asking for the sale is a consultant’s right.  You have spent time and energy crafting...

Who Should Send Meeting Follow-up E-mails and Letters?

Ford Harding
June 22, 2009 10:12

Of we have sent your clients introductory letters and emails to get meetings.  We have reminded the clients that you will see them in meeting confirmation letters and e-mails.  Once you have held meeting, someone must send a follow-up letter.  An earlier post described how to prepare follow-up...

The Seductive Power of Institutional Lead Flow

Ford Harding
June 17, 2009 11:38

We recently won some business from a firm we had been pursuing for six years. With little encouragement from the client, I had remained optimistic all this time of winning them, believing that when they were ready, we would get a shot. It is a fine firm with good people, a valuable set of offerings...