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The Irresistible Consultant's Guide to Winning Clients: 6 Steps to Unlimited Clients & Financial Freedom Paperback – April 18, 2017
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“Fields' delightful book isn’t just about winning clients--it’s about winning them the right way, for the right reasons, in ways that add to everyone’s wealth.” – Charles Green, author of #1 bestseller The Trusted Advisor
“Redefines the laws and rules of attraction. … Every consultant should read and implement the six steps if they're serious about doubling their income.” – Jeffrey Gitomer, author of the Little Red Book of Selling
"This book is an indispensable resource for consultants.” – Keith Ferrazzi, author of the #1 New York Times Best Sellers Who’s Got Your Back and Never Eat Alone
"If I could have just one book on client strategy, this book would be it. I can't recommend it highly enough." – Marshall Goldsmith, international bestselling author of What Got You Here Won't Get You There and Triggers.
“Fields delivers a comprehensive guidebook that is at once highly approachable and satisfyingly detailed.” – Midwest Book Review/Library Bookwatch
About the Author
David A. Fields, co-founder of Ascendant Consulting, works with small consulting firms across the globe that are eager to accelerate growth, increase profit and create lifestyle-friendly practices. A bestselling author, speaker, consultant, and mentor, David also heads Ascendant Consortium, whose clients are a "Who's Who" of the business world. Named one of Advertising Age magazine’s “Marketing Top 100,” David's insights are featured in IndustryWeek, USA Today, CNN Money, Investor’s Business Daily, Advertising Age, BusinessWeek, SmartMoney, and other publications.
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I have known David and his work for over 25 years; and this book is a synthesize of his consulting philosophies for helping clients create value. David lives the ideas detailed in this book And they work. He was spent years developing himself, his craft and his practice.
What are the six pillars of consulting success? David reminds us that clients are looking for someone they know, like, trust, need, want and value. These are the six pillars of successful consultants. David shares a comprehensive blueprint on how to take your practice to a higher level.
One of the core themes of this book is that successful leaders recognize "it's not about them, it's about the client's needs, interests and unstated goals." They embrace an outward focus.
Similar to a great consultant, this book is simple, easily understood and highly relevant. It is like attending Spring Training for Consultants. It's an act in improving your consulting fundamentals.
One last idea that David shares in the book. And we all can benefit from this insight. What goes into a trusting consulting relationship? He calls it The Trust Triangle. People who trust you believe three things:
1. They understand you are thinking of ME!
2. You will help ME!
3. You won't hurt ME!
David's practice and writings are insightful, and rooted in Trust. If you are looking for an edge, this is an important read.
David’s writing style is an easy read that is packed full of dry humor. And he has elevated stick figure drawing to a new art form. But that aside, each of the 6 sections walk a consultant through the process of getting known, getting trusted and getting business. Any consultant who does not follow this process is leaving money on the table.
It's a pretty quick and easy read but with lots of thought provoking ideas (have your marker pen handy). Highly recommended.
Here are a few of my favorite takeaways:
First, David develops a concept he calls the “fishing line.” A fishing line is not a cheesy tag line or a slick slogan (And not an elevator speech either. Who wants to talk in an elevator?). It’s a succinct, highly focused, 10-15 word positioning statement designed to get a prospect’s immediate attention and open a productive conversation.
“A great fishing line can take years to perfect, although you can create a serviceable version in about a half an hour,” David advises. “The more precise your target, the better. The more concrete the issue, the better. The shorter the better.“
This one concept, alone, is worth the price of the book.
However, I also found helpful David’s advice regarding building visibility to be invaluable. His diagram on the visibility power of various kinds of business writing was something I had never seen before, and the nitty-gritty detail of calling clients early in the morning or late in the afternoon when most administrative assistants are not in the building, rang true with my experience.
Again, this is a great guide (not a textbook or the “bible” on consulting) from a consultant’s consultant who knows the ropes of building more than a few successful practices. My thinking was stretched and my skills sharpened by this intensely practical, fun read.
However, unless you are willing to change your behavior and actually leverage the vital knowledge and experience in this book, just move along, we'll be happy to scoop up the fish you left behind.
David's new book has been transformational for me personally and we are working on transforming our firm to build a full pipeline straight from the pond we're fishing in. The valuable insight and suggestions range from easy, duh, why haven't I been doing that, to full-scale scope change requiring a complete mindset shift. In this book, you will find tremendously practical resources and value on every single page.
This book will make you a better consultant but also a better, more savvy business person. Couple it with the wisdom and practicality of The Trusted Advisor Fieldbook and you just might become unstoppable.
It's a work in progress, but here's our fishing line "We develop leaders to increase individual and organizational performance exponentially"
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