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Title: Clarify your Sales Process while Creating Trust
Review: These two authors helped Andersen and Microsoft define and execute their sales strategies. In essence, they chart a path that helps avoid the endless, counter-productive (and often adversarial) relationships between client and professional services firms.They start at the right point: by showing that consultants are often guilty of arrogantly not listening. However, they also take clients to task for demanding endless RFP and proposals from consultants from whom the client has no intention of purchasing.The solution is a mindset that fully accepts that not every client wants a true partnership-based relationship, and choosing only to work with those who do. It is a gutsy book, but also an important one for anyone selling (or buying) professional services.
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