Lisa Overton on customer intercept interviews Our guest today is Lisa Overton, a McKinsey alum and an expert on market research. Today Lisa is an independent...
David Fields is the author of The Irresistible Consultant’s Guide to Winning Clients: 6 Steps to Unlimited Clients & Financial Freedom, one of the best books available on business development for independent professionals.
David runs a consulting consortium and serves as an advisor to independent consultants and boutique firms. In this episode, we dive into some of his key pieces of advice for client development, including right-side-up thinking, defining your firm’s impact, building your visibility, how to have a context discussion, and tips on pricing.
You can read more about David’s work and sign up for free content on his website: http://www.
You can download the podcast through iTunes.Click on the link “View in iTunes.”
David also provided a list of books he recommends:
Influence: The Psychology of Persuasion, by Robert B. Cialdini
The Trusted Advisor, by David H. Maister and Charles H. Green
The Go-Giver, by Bob Burg and John David Mann
Made to Stick: Why Some Ideas Survive and Others Die, by Chip and Dan Heath
Predictably Irrational, by Dan Ariely
Strategy and the Fat Smoker, by David H. Maister
Managing the Professional Services Firm, by David H. Maister