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Michael Moshiri

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Never Chase Clients Again: A Proven System To Get More Clients, Win More Business, And Grow Your Consulting Firm (The Art of Consulting and Consulting Business Secrets Book 1) Kindle Edition

by Michael Moshiri (Author) Format: Kindle Edition

3.9 116 ratings

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Are you a professional consultant looking for a predictable and reliable source of consulting leads and prospective clients, a firm leader looking for ways to grow your client base, or a consulting executive with business development responsibilities? If so, then this book will show you the fastest and most effective strategy for achieving those goals.

The secret, consulting expert Michael Moshiri explains, is to never chase clients. As the author discovered during his decades of consulting with the world's biggest professional service firms - Deloitte, EY, and PwC - what distinguishes highly successful service professionals from everyone else is their ability to use "Catalysts" to attract and motivate clients to want to buy services from them.

In Never Chase Clients Again, Moshiri lays out the specific steps - and inner mindset - he uses to leverage Catalysts to rapidly find, reach, and attract the most highly-qualified clients with minimal effort.

Moshiri distinguishes the most effective business development actives from the random, ineffective, and wasteful interactions usually associated with "networking" and "lead generation." He then distills his proven strategies for getting clients into an easy-to-follow system (called the "Client Catalyst System") and a set of practical principles, including:

Never rely on referrals: Expecting a referral source to take the initiative to present your merits, to endorse you, or to recommend you is the fast-track to failure. Most people prefer not to jeopardize their reputations or relationships.
Business is chemistry: To bond quickly with the most highly-qualified clients, you must use the best catalysts.
Clients love gravity: If you must drop names, you'd better use the names that carry the most weight.
Clients crave value: You can catch more clients with an ounce of pure value than you can with a pound of small talk.

In the course of the book, Moshiri outlines the timeless strategies shared by the world's biggest and most successful consulting firms. The step-by-step instructions and practical principles in this book will help you to leverage the power of Catalysts to find new clients, win more business, and grow your consulting firm - quickly, predictably, and efficiently.

Never Chase Clients Again is destined to take its place alongside Managing The Professional Service Firm and The Trusted Advisor as a business classic for consulting firm leaders, seasoned consultants, and business development professionals alike.

Included Online Resources: Accelerate your success in implementing the systems outlined in this book by leveraging the free downloadable worksheets, templates, and checklists available on the book's website at NeverChaseClientsAgain.com/BookBonuses.

Review

"The Lead Generation Tactics in This Book are Flawless! In his book Moshiri provides his personal step-by-step principles for getting new clients along with the most effective lead generation tactics of the world's largest and most successful consulting firms." -Wade Danielson, President, Guardian Network Solutions

"Michael's book is a must read for consultants -- both for those who are just beginning but also more experienced ones who move into more sales oriented roles.Clearly based on his extensive experience Michael managed to develop an easy-to-follow approach which should be helpful for everybody in the consulting world." -Michael Alf, Bestselling Author of "Your Firm, Everywhere, Now"
"Never Chase Clients Again by Michael Moshiri is one of those rare books that delivers on its title! I have read most books on generating new clients for your business and this is a standout! Michael delivers his message in a simple yet profound way, not a book to be missed if you want to grow your business to the next level!" -Wouter Snyman, CEO, Atooh Group

"Never Chase Clients is an incredible book... A thought provoking book for those who truly wants to step up their marketing skills to the next level." -Dr. Henry Naiken, Bestselling Author, Msc.D.

"Michael Moshiri is clearly an expert on developing successful consulting firms that attract high quality clients." -Eric D. Groleau, Bestselling Author, Chief Innovator at Strategic Edge Innovations

From the Author

Dear firm leader,

When I began consulting in 1996, I knew very little about finding prospective clients. In fact, if you were sitting next to me in the local branch of my bank when I applied for a personal loan to finance a direct response marketing campaign for my fledgling consulting firm, you would have also learned a priceless lesson about consulting and finding clients.

Confident in my technical abilities and in the power of direct response marketing -- the hottest lead generation trend at the time -- to help me find highly qualified clients in short order, I handed the bank's loan officer my application. The loan office, a middle-aged, heavyset man who looked every bit the part of a "fat cat banker" looked through my application and asked me, "how will you demonstrate the value you can deliver to your clients in a direct response letter?"

This was a simple question, but it stumped me nonetheless. I remember thinking to myself, "He's right; I can tell people about my technical abilities, but how do I actually demonstrate the value they'll get when they hire me as a consultant? How do I demonstrate that value in a letter?"

Noticing the exceptionally long time I was taking to answer his question, the "fat cat banker" looked at me over his eye glasses and said, "You must be the tenth guy who has sat in that chair this week alone, asking me for a loan to finance a direct response campaign. I know that's all the rage these days, but you don't win clients by telling them how much value you bring to the table in a letter. You win them by demonstrating that value before your first hello."

As I left the bank that day, I not only had no loan, but I was also filled with doubt about my ability to use direct response marketing to find new clients and about my chances to succeed in consulting.

I spend many years since consulting with Ernst & Young (EY) and Deloitte, the largest professional services firms in the world at the time. I learned a number of strategies and techniques that those firms employed to find and win clients. And when I left Deloitte and started my own boutique consulting firm, I improved, advanced, and updated those techniques and strategies as I grew my consulting practice into a national concern. In 2011, when I took charge of building a new consulting practice for PricewaterhouseCoopers (PwC) in Seattle, I consolidated all those techniques and strategies into the system that you will learn in this book.

Many new lead generation and marketing techniques have become popular since the day I met with the "fat cat banker." But his simple and commonsense advice is as valid today as it was back in 1996.

This book offers a unique and contrarian approach to finding highly qualified consulting clients that embodies that advice. While the majority of recent books published on this topic seem to promote new marketing strategies such as social media campaigns, content marketing, and online lead generation, this book teaches you how to find highly qualified consulting clients by demonstrating the value you can bring to those clients -- before your first hello.

Admittedly, social media campaigns, content marketing, and online lead generation do have merit and will produce some results in most cases. However, they cannot produce predictable access to highly qualified clients in a reliable, repeatable, and controllable way. The systems, strategies, and principles in this book, on the other hand, provide you with a proven, predictable, and controllable means to find a nearly unlimited supply of high-quality, prospective clients -- regardless of your industry or area of practice. They will help you to gain a significant advantage over your competition by beginning your interactions with those clients from a position that effectively removes any doubts in their minds about your ability to deliver exceptional value.

After all, you will have already demonstrated that before your first hello.

I am looking forward to sharing with you the details of how to accomplish that in the book.

-Michael Moshiri

From the Inside Flap

Stop Marketing. Start Getting Clients.

Your level of success as a consultant hinges first and foremost on your ability to find highly qualified clients to serve. In fact, this is the most critical function in any consulting practice, regardless of size or industry.

So why do so many consultants rely on unpredictable, uncontrollable, and unreliable methods such as content marketing and social media campaigns to find clients?

Admittedly, these marketing methods do have merit and will produce some results in many cases. But they cannot produce predictable access to highly qualified clients in a reliable, repeatable, and controllable way. Why? Because selling professional services is fundamentally different than selling products.

The fact is that consulting has always been, and will always remain, a business that is built on personal (analog) relationships. And you cannot build personal relationships with prospective clients through clever marketing.

The systems, strategies, and principles in this book, on the other hand, can and will provide you with a proven, predictable, and controllable means for finding highly qualified clients, regardless of the type of consulting that you engage in, and without the enormous investment of time, resources, and effort required by new and often-hyped marketing strategies.

From the Back Cover

Are you a professional consultant looking for a predictable and reliable source of consulting leads and prospective clients, a firm leader looking for ways to grow your client base, or a consulting executive with business development responsibilities? If so, then this book will show you the fastest and most effective strategy for achieving those goals.

The secret, as you will discover in this book, is to never chase clients. As the author discovered during his decades of consulting with the world's biggest professional service firms -- Deloitte, EY, and PwC -- what distinguishes highly successful service professionals from everyone else is their ability to use "Catalysts" to attract and motivate clients to want to buy services from them.

This book reveals how you can develop the same ability to find new clients, win more business, and grow your consulting firm -- quickly, predictably, and efficiently.

Included Online Resources: Accelerate your success in implementing the systems outlined in this book by leveraging the free downloadable worksheets, templates, and checklists available on the book's website at NeverChaseClientsAgain.com/BookBonuses. --This text refers to the hardcover edition.

Print length

166 pages
Language

English
Sticky notes

On Kindle Scribe
Publication date

January 19, 2015
File size

1161 KB
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Product details

ASIN ‏ : ‎ B00PMIUZLE
Publisher ‏ : ‎ Pivora Inc. (January 19, 2015)
Publication date ‏ : ‎ January 19, 2015
Language ‏ : ‎ English
File size ‏ : ‎ 1161 KB
Simultaneous device usage ‏ : ‎ Unlimited
Text-to-Speech ‏ : ‎ Enabled
Screen Reader ‏ : ‎ Supported
Enhanced typesetting ‏ : ‎ Enabled
X-Ray ‏ : ‎ Not Enabled
Word Wise ‏ : ‎ Enabled
Sticky notes ‏ : ‎ On Kindle Scribe
Print length ‏ : ‎ 166 pages

Customer Reviews:
3.9 116 ratings

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Michael Moshiri

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With over 20 years of experience in building and growing consulting practices and in leading client services at global firms such as Deloitte, EY, and PwC, Michael is widely considered the foremost expert in business development and client relationship management in the consulting industry. Michael’s clients have included some of the world’s largest and most-recognized brands such as Pepsi, IBM, Wells Fargo, Visa, Nike, Microsoft, and Callaway Golf.

Michael is the International #1 Bestselling author of “Never Chase Clients Again,” which provides consultants and consulting firm leaders with a proven system for finding, attracting, and winning highly qualified clients with minimal effort.

A dynamic speaker, Michael’s presentations have helped myriad consultants around the world to build strong client relationships, increase their revenues, and build profitable consulting businesses.

Michael has traveled to and empowered professionals to grow their consulting practices in 48 countries around the world, including England, Italy, France, Spain, Austria, Germany, Switzerland, Canada, Mexico, Colombia, South Africa, Australia, Dubai, Iran, India, China, Philippines, and Japan.

Michael is the president of Relationomics Group, a firm that helps consultants and practice leaders build and grow successful, profitable consulting practices.

Michael lives with his family in Phoenix, Arizona. He is an avid reader, a passionate rugby fan, and an aspiring marksman. For more information about Michael, visit MichaelMoshiri.com.

Customer reviews

3.9 out of 5

116 global ratings

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BSXX

Insightful Information

Reviewed in the United States on February 24, 2015

Verified Purchase

The authors discussion of a "catalyst" is excellent information and fantastic advice. A catalyst is a "referral" on steroids, a well placed person who can open doors and give you inside information about your prospective client. It may take 2 or 3 or more catalysts to fulfill all the functions he expects of a catalyst, but even if locating the perfect catalyst is not possible, it still gives you an effective approach to evaluating prospects. He gives you an outline for gathering and analyzing information about a prospect with a view to gaining an edge over your competitors.

Moshiri takes a methodical approach to defining, evaluating and landing your best clients. The reading might seem a little dry, and some of the acronyms are a bit of a stretch, but the information is valid and useful nonetheless. Working for "highly qualified" clients, and only those clients, whose needs and circumstances are best suited to your strengths seems obvious, but this advice is rarely followed. I can tell you from my own experience that failure to heed this advice, and jumping into consulting relationships before I fully understood the situation, and the individuals I would be working for, have led to my biggest regrets. These are always the projects or clients that become your biggest headaches......always. Working for "highly qualified" clients is like swinging at easy pitches across the middle of the plate versus trying to hit curves, sliders, change ups, and knuckleballs. This book is full of excellent information that will help you get a better look at prospects, and even your current clients.

When I left my employer to build my own practice, I used the "analog" approach. This was not due to any brilliance on my part, but because I saw many firms get kicked to the curb because they relied on the razzle dazzle of their "expertise" and didn't recognize that their clients were human beings that needed to be treated as such. I continue to see it in my own practice as well. It amazes me how blind people can be in these areas, how they fail to form a healthy relationship with their clients, and feel "blindsided" when they don't get rehired.

This book is written for "consultants", but I sincerely believe the information herein can help anyone who runs a business ...... Architects, engineers, consultants, lawyers, contractors, plumbers, etc. This is an excellent book that will give you some valuable tools for your marketing and consulting efforts.

2 people found this helpful

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an avg shopper

Focus on your ideal client and develop that client base

Reviewed in the United States on February 2, 2015

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The idea behind this book is that a successful consulting firm should focus on a specific type of client and nurture that client base. Less successful firms tend to have a shot gun approach where any client is a good client as long as it's a paying client, even if the work is outside of the firm's core competencies, thus not really building a deep relationship with its client base. I like that at the end of each chapter has a summary of the major points in that chapter.

One person found this helpful

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H. S.

Building your Consulting Pipeline the Big Four Way

Reviewed in the United States on June 20, 2015

Verified Purchase

Do not let the title fool you. It is not another quick system promising you to get clients and compromising your reputation, the perceived value of your expertise, at the same time.

This is a book that explains, in a detailed and plain language, how to build your consulting business the way the most mysterious, prestigious and respectable consulting firms conduct theirs.

I cofounded my consulting practice two years ago, and although we get our fair load of work I'm always thinking: how the larger firms go about their business development efforts? Thought leadership helps in attracting new clients, but it doesn't give you the opportunity to set your sale targets and actively work to achieve them. The books I read, and I read plenty, give partial answers, but I've always felt that there is something missing. Something innate and fundamental, yet it is elusive and nobody talks about it.

The book had put my eternal question about the process of the consulting pipeline into its final rest. It explains how to approach clients in a steady, active and smart manner. How to find those Catalysts who will introduce you to your prospective clients without the heavy and mostly ineffective load of referrals. It also helps you with the different ways to demonstrate your value to the client (before saying hello) better than any content marketing book I've read.

If the nature of your work requires a large investment (more than $50000) and a great deal of trust from your client, you need to read this book. If you charge by the hour or take on projects with a small budget, you may want to read other books like Book Yourself Solid and New Sales Simplified.

4 people found this helpful

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Cliente Kindle

Three Stars

Reviewed in the United States on May 20, 2015

Verified Purchase

Good book, I will apply some ideas in my company.

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James F. Butz

A must read for anyone who is a consultant and wants to up their game

Reviewed in the United States on February 1, 2015

Verified Purchase

A great read for anyone who is a consultant regardless of whether you are starting out or a veteran. I have been a consultant for many years and am always on the lookout for new, interesting ideas, techniques, or processes that I can add to improve my practice. Generally, I find one or two things I can use in a book. However, Michael Moshiri's "Never Chase Clients Again", I found chock full of great ideas, tools and insights.

One of the biggest issues consultants have to deal with is determining whether a prospect seems like a great client or disaster in the making. Most of the time, we use our gut instincts and go with that. Sometimes it works out great, while other times... Michael has a whole section on things to help validate prospects.

Since his book is an e-book, he has included numerous hot links to additional content and resources. In fact, backing up the book, Michael created a website full of valuable additional content and resources.

My only issue with the book is that it is a quick read, but one that I will keep going back to over and over again. Consequently, I now want the printed version of the book to include in my collection of reference material that I refer to often.

Michael, thanks for creating this and making your knowledge and insights available for everyone. Great Job!

3 people found this helpful

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Eddie deSouza

If you’re a partner, practice leader, or lead consultant who wants to grow a consulting firm, you need this book.

Reviewed in Canada on February 2, 2015

Verified Purchase

In a world that’s drowning in social noise, finding a way to rise above the crowd is essential to attracting the best clients. The author lays out a 5-step system to accomplish that goal in a smart, rapid, and repeatable way. There are a lot of books written on the subject of consulting, and many of them provide little in terms of real, hands-on advice on how to get the most profitable clients. This is where this book shines. The “client catalyst system” that the author details in this book gives you step-by-step instructions that you can put into practice to grow your firm starting tomorrow. The author has obviously spent many years in consulting, and his experience and expertise in the industry shines through his writing. One of my favorite parts of the book is the chapter on the core qualifications that every consultant has to demonstrate to succeed. It’s a very succinct treatment of a very complex subject, and I will be sharing it with everyone in my practice regardless of their level. If you’re in a position where you spend a large amount of your time on finding clients and growing your practice, then this book is a must-read.

Rosemarie Ballmer

Ein detaillierter Aktionsplan, um zufriedene, qualitativ hochstehende Kunden zu gewinnen

Reviewed in Germany on February 2, 2015

Verified Purchase

Michael Moshiri zeigt in seinem exzellenten Ratgeber in dezidierten Worten auf, wie elementar wichtig es als Beratungsfirma ist, seinen Kundenstamm nicht einfach auf "viele neue Klienten" auszurichten, sondern darauf zu zielen, genau passende, hoch motivierte, begeisterte - und ja, auch zahlungsfähige - Kunden zu gewinnen, die in vollem Umfang wertschätzen, was ihnen im Gegenzug geboten wird. Was nützt ein grosser Stamm potenzieller Klienten, wenn sich dieser nicht in Erfolgszahlen konvertiert? In seinem 5-Schritte "Client Catalyst System" zeigt er detailliert auf, wie man als Berater zu genau diesen qualitativ hochstehenden Klienten kommt. Natürlich unterlässt es Michael Moshiri nicht, in ebenso deutlichen Worten darzulegen, was für Qualitäten eine Beratungsfirma und ein Berater aufweisen und demonstrieren müssen, um nicht nur die beschriebenen Klienten zu bekommen, sondern sie auch dauerhaft an sich binden zu können. Am Ende jedes Kapitels liefert Michael Moshiri übersichtliche Zusammenfassungen ab, die eine 1:1 Adaption ganz einfach möglich machen. Ebenso wertvoll wie sein "How To" ist seine Liste der 5 Fehler, die fast schon garantiert zum Misserfolg führen. Ein ganz besonderes Highlight waren für mich die zum Buch gratis angebotenen Trainingsvideos und anderen Online-Hilfsmittel, die alleine für sich schon den vielfachen Kaufpreis des Buches wert sind. Mein Fazit: Eine sehr empfehlenswerte, auch für nicht englischsprachige einfach zu lesende und einfach umzusetzende Lektüre!!!

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Chris Burton

This Is The Real Deal!!!!

Reviewed in the United Kingdom on February 1, 2015

Verified Purchase

Amazing book!!! Just what I needed right now to start 2015 with a clear plan of attack to find the right kind of clients for my business!!!! Must have book!!!

One person found this helpful

Paradee

Unique, thorough and practical

Reviewed in Australia on February 5, 2015

Verified Purchase

A very unique and interesting way of looking at highly qualified consulting clients.

The book provides a systematic approach to finding the prospective clients you want in any market.

It also provides a clear and concise guide to how to use the contents of the book. It is a fascinating book to read. I highly recommend it to anyone running a consulting practice.

Bennymac

Unfinished?

Reviewed in Canada on November 29, 2015

Verified Purchase

Most of the content seems reasonable, in theory, but there is very little applied examples made available. The 'additional resources ' referenced in the book all link back to the authors website, in which you have to connect by email to get access to the resources. I guess that's his way of getting something from you in exchange for offering something of value, but it feels like the book is missing a considerable amount of content that would have finished off the book and made it much more complex, resourceful and worthwhile.