THE PROBLEM
1 A Curious Problem 3
2 Finders, Minders, and Grinders 14
The Business Development Imperative
OBSTACLES
3 Beyond Pixels 27
Selling a Service Is Different from Selling Things (and Harder)
4 Obstacle #1-What They Didn't Teach You in B-School 37
If I Am Supposed to Be the Expert, Why Do I Feel So Stupid about Sales?
5 Obstacle #2-But I Don't Want to Sell 45
Moving Past Willy Loman
6 Obstacle #3-Things Aren't What They Once Were 56
It Is Harder Than Ever to Sell Expert Services
7 Obstacle #4-A Blizzard of Bad Advice 67
Everything You Know about Sales Is Wrong
HOW CLIENTS BUY
8 The Secret to Selling 83
Never Say Sell
9 Element 1-I Am Aware of You 95
What Was the Name of Your Firm Again?
10 Element 2-I Understand What You Do 112
You Do What?
11 Element 3-I Am Interested 127
These Are My Goals
12 Element 4-I Respect Your Work 138
You Have the Right Stuff to Help Me
13 Element 5-I Trust You 154
You Have My Best Interests at Heart
14 Element 6-I Am Able 168
I've Got Budget and Buy-In
15 Element 7-I Am Ready 181
The Timing Is Right
PUTTING THE SEVEN ELEMENTS TO WORK
16 A Chain Is as Strong as Its Weakest Link 197
Using the Seven Elements as a Diagnostic Tool
17 Getting to Work 212
Learning to Think and Act Like a Rainmaker
18 All Business Is Local 223
From the Silk Road to the Information Superhighway
19 Our Vision of the Future 229
A Roadmap for Change
Notes and References 241
Acknowledgments 248
About the Authors 251
Index 253