Are you a Small or Medium Accounting, IT or Specialist Consulting firm seeking to acquire new business (B2B) clients, increase your revenues and drive business growth in 2024?
If so, then you need to make the following 5 books mandatory reading to set your firms up for 2024.
Stop Wasting Your Time Networking by Wendy Lloyd Curley
This book contains Wendy’s Strategic Networking Framework which will enable you to proactively create your firm’s roadmap and plan to identify and develop relationships with the RIGHT people who engage with your target market before, during and after they work with your firm.
Buyer Centred Selling by Thomas Williams and Thomas Seine
This book discusses both sellers’ challenges and buyers’ dilemmas detailing how to address them. The entire book is great. Noteworthy chapters for professional service firm leaders include:
- Chapter 3: The Tortoise and The Hare: Win with Buyer-Centred Discovery
- Chapter 7: Scared Straight: Selling to the Risk Averse Buyer
- Chapter 9: Unlocking the Executive Mindset
New Sales Simplified: The Essential Handbook for Prospecting and New Business Development by Mike Weinberg
Mike’s book offers a strategic but also practical framework for new client acquisition.
Key insights found in this book include:
- 4 types of Discovery Questions
- Developing Your Firm’s Power Statement
- Prospecting Planning and Pipeline Management—definitely a must read for firm’s where leaders must juggle both Business Development and Client Delivery
The Visible Expert Revolution: How to Turn Ordinary Experts into Thought Leaders, Rainmakers and Industry Superstars by Elizabeth Harr
As expertise is the NUMBER ONE thing sought after by buyers of professional services, this book is highly recommended as required reading for firm leaders.
It contains:
- A roadmap to elevate the visibility and prestige of your firm
- Detailed instructions and examples from Accounting, Legal and Consulting industries
MOVE: The 4 Question Go-to-Market Framework by Sangram Vajre and Bryan Brown
As the title itself states, this book details the 4 critical questions that must be answered by companies to develop their Go-to-Market strategy regardless of which of the three stages of business growth (Ideation, Transition or Execution) that your company is in.
This book provides the go to market blueprint to help you focus on the who, what, when and where of your business and the next steps required to propel your firm forward.