Cover image for The relationship advantage : become a trusted advisor and create clients for life
The relationship advantage : become a trusted advisor and create clients for life
Stevenson, Tom, 1943-
Personal Author:
Publication Information:
Chicago : Dearborn, [2003]

Physical Description:
xvi, 248 pages : illustrations ; 24 cm
General Note:
Includes index.
Subject Term:
Added Author:

Format :


Call Number
Material Type
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HF5415.5 .S738 2003 Adult Non-Fiction Non-Fiction Area

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Outlining the relationship-building processes used successfully by professional consulting firms, this book allows sales professionals in other industries to learn explanations and documentation reagrding consulting firm approaches and techniques. relationships; an inside view of how consultants build long-term, trusted advisor relationships; the difference between creating demand and responding to bids - an important difference that sparks enduring relationships; problem-solving techniques that can lead to deeper customer alliances; why it's more important for a salesperson to be interested rather than interesting; a diagnostic process to prepare for and execute customer meetings that create value at every touch point; and tools and techniques to develop business acumen that provides insight into customer issues and initiatives.

Author Notes

Tom Stevenson held multiple management positions at IBM from 1965 to 1981 and was vice president of sales and marketing at several high-tech firms before forming his own consulting firm in 1990
Sam Barcus, a Certified Management Consultant and CPA, worked for PricewaterhouseCoopers and Texas Instruments before launching his own consulting practice, NewLeaf Partners

Table of Contents

Acknowledgmentsp. ix
Introductionp. xi
Part 1 The Partnership Culture
1. Trusted Advisorsp. 3
2. Consulting Culturesp. 13
3. The Pyramidp. 23
4. Match Me if You Canp. 39
5. Step Up to Valuep. 53
6. The Wheel of Fortunep. 69
Part 2 Interpersonal Attributes and Skills
7. The Big Threep. 87
8. The Best-Kept Secretp. 103
9. A Model Engagementp. 109
10. Questionsp. 123
11. Go East!p. 141
Part 3 A Path to Success
12. Diagnose and Prescribep. 167
13. Don't Bid if you Can Sellp. 183
14. Crm--Blessing or Curse?p. 193
15. Final Thoughtsp. 205
Appendix A Competency Profiles for Consultantsp. 217
Appendix B Creation Cycle Tacticsp. 224
Appendix C Identifying Consulting Prospectsp. 227
Appendix D Client Profilep. 231
Indexp. 243