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Best Practices of Personal Marketing for Professionals Paperback – January 1, 2005

ISBN-13: 978-0970933720 ISBN-10: 097093372X

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Product Details

  • Paperback: 476 pages
  • Publisher: Allan S. Boress & Associates (January 1, 2005)
  • ISBN-10: 097093372X
  • ISBN-13: 978-0970933720
  • Product Dimensions: 9 x 7.4 x 1.3 inches
  • Shipping Weight: 1.8 pounds (View shipping rates and policies)
  • Average Customer Review: 4.0 out of 5 stars  See all reviews (1 customer review)
  • Amazon Best Sellers Rank: #2,966,365 in Books (See Top 100 in Books)

Editorial Reviews

About the Author

Allan S. Boress has been a Business Development Consultant to the professions since 1980.

Nobody we can find has trained more professionals in the arts of systematic selling, personal marketing, client retention, staff retention and motivation, and 21st Century leadership — over 200,000 and worked with over 500 professional firms. He is acknowledged as the "Dean of Sales Consulting to the Professions."

An internationally-known speaker, trainer, and practice development expert, Mr. Boress was twicenamed One of the Top 100 People in the Accounting Profession by Accounting Today Magazine. He is the author of eight published books, including The I Hate Selling Book: The only learning system ever custom-designed from scratch to teach professional service providers how to interview, qualify, present and close more sales opportunities. He is also the author of Building Entrepreneurial People, the only book that describes how to change the culture in a professional firm from business development reactivity to proactivity (also available at Amazon.com). The American Institute of CPAs published his Mastering the Art of Marketing Professional Services: A Step-by-step Best Practices Guide.

Allan’s training is the only one of its kind based upon the Best Practices of The Top Business Producers across the professions. Over 1,000 multi-million dollar rainmakers have been interviewed, studied and analyzed for this book, and for all of his writings and training programs. Mr. Boress is available for firm retreats, keynote speaking engagements, and on-site presentations. He is an award winning speaker and instructor. He is acknowledged as creator of the "Professional’s Selling System."

Michael G. Cummings is the managing principal of SAGE. He has been a marketing strategy and business development consultant for over 20 years.

Early in his career, Michael was an instrumental member of the team that established the headquarters strategy and marketing function at Andersen Worldwide (Arthur Andersen & Accenture). In this role, he defined information technology needs for key industries and functional areas; worked with senior partners to devise marketing plans and implement integrated marketing campaigns and developed strategy and marketing processes such as account management and market planning. He also helped to develop the initial large account management planning process and relationship management training programs.

Over the years, Michael has collaborated with Allan Boress to build the sales, marketing and relationship management skills of professionals. Based on their collective experience in working with the top business generators in the consulting, systems integration and accounting professions — they have translated proven best practices into practical, reality based skill building systems and training programs. And he co-authored a new book with Allan in 2002—Mastering the Art of Marketing Professional Services: A Step-by-step Best Practices Guide (AICPA).

Prior to establishing SAGE, Michael was partner at Mercer Management Consulting—a leading business design consulting firm. At Mercer, he was responsible for new business development, managing client relationships and delivering business design engagements in the communications, information and industrial industries. In this role, he was a leader of Mercer’s top North American account over the past 6 years: IBM. Using his account planning, relationship management and selling skills developed over the years, Michael helped Mercer to create over 300 senior executive relationships and sustained base of business. He also led account teams aimed at expanding relationships with Motorola, Siemens and NCR.

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Most Helpful Customer Reviews

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Very good book for any profesional service provider. In today's competitive business environment every professional service provider must understand basic marketing concepts and ideas. A meaningful marketing plan is an essential business tool. You wouldn't run your business without a telphone, why do you think you can run it and succeed without a marketing plan? This book is highly recommended.

Mark Wolfe, Attorney at Law
and VP Infotech Publications, LLC an
Attorney Marketing company
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