How to Acquire Clients: Powerful Techniques for the Successful Practitioner

This is a great companion book to "Million Dollar Consulting", Alan Weiss's best selling book on growing a consulting business. In "How to Acquire Clients", Weiss takes the reader step-by-step through the client acquisition process, using his theories, personal experiences, and anecdotes contributed by others.My favorite chapter in this book is Chapter 1 - "Identifying Targets of Opportunity". In it, Weiss describes the three key ingredients to successful selling: 1) market need, 2) competency, and 3) passion. Where these three elements converge is the place where you, as the consultant, should be.I also agree with Weiss's comments in Chapter 1 about being stuck in a "success trap". I have to admit that I have been happily wallowing in mine for many years, and just recently started looking for new avenues of growth.The entire book is a joy to read. I found my self nodding my head over and over again as I was reading it.If you are an established consultant, or just thinking about starting your own consulting business, then you should read this book.Mitch Paioff, Author, Getting Started as an Independent Computer Consultant Getting Started as an Independent Computer Consultant

I have read almost all the books in this series as well as several others on the topic Mr. Weiss has written. They are all excellent! Contrary to another reviewer this book is not a rehash of other material. This book is incredible in telling consultants how to track down and land new clients, which is the life blood of any consulting practice.I loved the section on overcoming objections. In my practice I have run into some of these objections as well as others and never had a good answer for them. Now I do. The material in this book changed my consulting sales in the one year since I started implementing the ideas and revenue has doubled in that same year.If you are a consultant and have ever struggled with over coming objections, searching for new clients, or landing new business then you need to read this book.

Excellent very basic business book.All too often we are guilty of becoming to involved in the details, technical matters, of our business and never take time to look at it from 30,000 feet and do strategic planning. Or, we never really understand life blood of all businesses: aggressive marketing & sales.This book makes (requires) you to look objectively at your business --- as an outsider and not as a technician.

Alan Weiss continues to boil down the best practices for consultants into his Ulimate Consultant Series. Much of the materials he covers are in other books on the topic. What makes  How to Acquire Clients: Powerful Techniques for the Successful Practitioner (The Ultimate Consultant Series) valuable is that the information is all in one place and distilled into understandable strategies and actions. Only  Get Clients Now!(TM): A 28-Day Marketing Program for Professionals, Consultants, and Coaches is more direct in its usefulness and approach

love it

Alan faces off against the number one consulting killer...success. How to Acquire Clients provides practical advice on all areas of a practice: stealing clients, negotiating, dealing with buyer barriers, committees, etc. The best aspect of the book for me is that none of the aspects are impossible to implement. You can buy the book today and immediately put the strategies into action.

After getting the book with anticipation, now that it is read cover to cover, I feel very empty handed.The rethoric is not completely invalid, it is just lame, not particularly innovative.One thought came up, if the author really is the living picture of the success he claims, he did not use the insipid advice he is giving us in this book. Because he would not have gone very far.

Like the other books from this series, "How to Acquire Clients" is very hands on, and is presented in Alan Weiss' inimitable, tell-it-like-it-is style.It begins with the proposition that successful selling occurs at the intersection of need, competency and passion - all of which, fortunately can be controlled by the consultant. Contrarian as ever, Weiss makes the case for generalising as a way to broaden your appeal, while customising your approach for high potential prospects.In the second chapter, you are told to focus on the economic buyer (the fellow who has the budget and dicretion to spend on your services). You are taught to identify, meet and interact with the economic buyer as a peer. You also learn indirect methods of getting to the economic buyer where direct means fail.Further you learn to match your approach to the predisposition of the buyer, follow a plan for controlling your meeting by setting objctives for each meeting, providing value early, listening 75% of the time and ending with an action plan suggested by you. You also learn to rebut obections which generally fall into no trust, no need, no hurry and no money (though they may be disguised as other issues).Ever realistic, Weiss also teaches you how to "steal" clients from other consultants by plucking low-hanging fruits, positioning yourself through high vsibility, providing a bold contrarian solution to issues etc. You also learn to ensure repreat business and how to be selective (avoiding clients you do not want and getting those you do).Overall, the book provides top value for money.

This is Highly recommended if you're looking for a straightforward book on acquiring consultancy clients as a start up or established sole consultant. The main message he continually emphasises is that that unless you're talking to the 'economic' buyer you're basically wasting your time. He has a phrase which I particularly like "I'm constantly surprised how stupid I was just two weeks ago" which for better or worse I can relate to very strongly. Highly recommended, I'm using Alan Weiss as my role model for acquiring clients.