Free PDF , by David A. Fields
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, by David A. Fields
Free PDF , by David A. Fields
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Product details
File Size: 8227 KB
Print Length: 249 pages
Publisher: Morgan James Publishing (March 21, 2017)
Publication Date: March 21, 2017
Sold by: Amazon Digital Services LLC
Language: English
ASIN: B06WVGXT6H
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Amazon Best Sellers Rank:
#48,487 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
We run a creative agency and do a lot of consultations in this area. Although we certainly are not David's target market, that didn't stop us from benefiting greatly from David's book. We've read and learned a lot from well over 200 books on business, psychology, etc. in the last couple years. David's book was the clearest and actionable book that we've read out of them all. The first proposal we sent using our adaptation of David's system won us a new client.Pros: Clear, actionable, highly client-centric, non-gimmicky, effective, fun, easy-to-read, well presentedCons: Like most books, it could use a lot more examples, but the ones that were presented were well done and enough to take action
David has written an incredibly helpful book for consultants at every level of their development. I’ve been doing this for 15 years now, but still learned tons from this super practical guide to our craft. I also enjoyed the casual, conversational style of this book and David’s delightful drawings. It made it extremely accessible and easy to read.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.
Closing a deal isn't something you do. It's a result of everything you've done. Most people aren't looking for highly differentiated solutions, they are looking for reliability and results.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.
This book should be required reading for anybody who is a practicing consultant in any field. A few years ago I took David’s Client Acquisition Formula course and found it to be excellent. This book is a distillation of most of the course, and is a very powerful summary of what David teaches. It was a welcome refresher and helped fill in the gaps I had forgotten.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.
I'm getting a lot out of this book. It's directed at independent consultants but would be useful for anyone who is trying to build up a business and needs to deepen their relationships with prospects and expand their network. Very practical advice based on some basic principles that really ring true to me, such as (and I paraphrase) "take the client's perspective", "fish where the fish are (and when the fish are ready to eat)", "leverage your own network" and others. It's especially helpful in helping to get over the hurdle of cold-calling (or tepid calling if you know the person a bit), which it appears I am not the only person to struggle with.It's a pretty quick and easy read but with lots of thought provoking ideas (have your marker pen handy). Highly recommended.
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