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Dynamic Practice Development

A much-needed book that addresses the unique concerns of professionals who wish to sell their services successfully and to feel comfortable in doing so.

Overview

There are several books about promoting your practice, but nothing about selling it – with which many professionals feel uncomfortable. This book fills the gap.

This is a much-needed book which addresses the unique concerns of professionals who wish to sell their services successfully and to feel comfortable about doing so.

Content

  • Introduction
  • Marketing planning
  • What is selling?
  • Adopting the buyer’s point of view
  • Selling frameworks and models
  • Selling skills
  • Competitive tendering
  • Account management
  • Firm-wide issues on selling
  • Appendices:
    • Sales jargon buster
    • Useful sales related books
    • Self-appraisal of service performance
    • Internal service review questionnaire
    • Full account management plan
    • Summary account management plan
    • Checklist: are you ready to sell?

Reviews

Comprehensive, well written and very readable… this is a super book so go and buy it as it is well worth the money.’

Richard Oakes, Eversheds, Professional Marketing International magazine

A useful contribution to the management of professional firms.’

Journal of the Law Society of Scotland

The author

Kim Tasso is an independent consultant, specialising in the professional services sector, with over 20 years’ marketing experience. Her clients include The Law Society, Olswang, Weatherall Green & Smith and Osborne Clarke.

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