Lee W. Frederiksen

Inside the Buyer's Brain Why do companies select one professional services firm over another? What do they really value in the firms they hire? And how do you build a firm that engages your audience - one that is primed for growth? Research-Based Insights In this groundbreaking new book from Hinge, you get answers to these questions and a peek at the research behind them. You'll learn why there is so much friction between buyers and sellers and what you can do about it. Discover what qualities clients look for in a professional services firm and what one trait will tip the scale in your favor. And find out what changes you can make to attract fiercely loyal clients who will make referrals more often. Inside the Buyer's Brain equips you with a new perspective on the professional services marketplace. Once you understand what motivates your target clients and what mistakes to avoid, your firm will have new leverage - and a true advantage - in the marketplace. What You'll Learn Several critical gaps separate buyers from sellers How to bridge those gaps and think more like your clients What winners do differently to close the professional services sale How to expand the relationship with your clients Techniques for getting more referrals How to build an engaging brand that stimulates growth What's Inside Introduction Part I. Looking Inside the Buyer's Brain 1. Buyers vs. Sellers 2. Turning Buyers into Believers 3. The Research Part II. Lessons Learned 4. Target the Right Clients 5. Make the Connection 6. Close the Sale 7. Build Buyer Loyalty 8. Expand the Relationship 9. Get the Referral Part III. Building a Better Brand 10. Get the Strategy Right 11. The Tools You'll Need 12. Build the Brand 13. Your Brand Building Plan: Step by Step Resources About the Authors

That man is a social being is almost axiomatic. Our interpersonal relation­ ships can be sources of the most rewarding or the most painful of human experiences. To a large measure our accomplishments in life depend on the facility with which we interact with others-our social skill. The acquisition of social skills is, of course, a natural part of the overall socialization process. However, in many instances it becomes necessary or desirable to develop further an individual's social facilities. Such skill development is the topic of this book. Two major goals were kept in mind in the writing of this book. The first was to provide a conceptual framework within which to view social skills. Such a framework allows one to understand why it is important to develop social skills, and the effects that such skill development should have. If the reader has a thorough understanding of the concept of social skills and their development, it becomes possible to make appropriate innovations and adaptions to his or her own circumstances. Without such a framework, social-skills training becomes little more than a collection of disjointed techniques. Also, without a conceptual understanding, pro­ cedural innovations are difficult to incorporate into training.

This is the first book of its kind to uncover the world of high growth, high value professional services firms. These amazing firms grow 9X faster than their peers, are 50% more profitable, and yet actually spend less than average on sales and marketing. How do they do it? This breakthrough book reveals their often counter-intuitive strategies and shortcuts and shows you how you can transform your firm into a high growth, high value superstar. Based on three years of original research, this book will lead you through the discoveries and evidence that underlie each winning strategy. Written in a fun, engaging style, Spiraling Up offers a powerful prescription in a compact format.

An insightful volume that demonstrates how human service managers and administrators can innovatively and successfully make their agencies more effective using the principles of organizational behavior management. Improving Staff Effectiveness in Human Service Settings demonstrates the potential of OBM for identifying, tracking, targeting, and evaluating problems. Researchers, academicians, and practitioners examine interventions with OBM that took place in actual human service settings in response to severe organizational and staff problems. This important volume is an excellent resource brimming with well-evaluated, cost-effective staff management strategies..