فهرست مطالب
Contents......Page 6
PART 1. Taking organic growth seriously......Page 10
Organic growth: finding Cinderella in every professional services firm......Page 12
Why organic growth is so valuable......Page 19
What should happen – but doesn’t......Page 29
PART 2. Getting your organization fit for organic growth......Page 40
If you don’t believe you can help, don’t try to sell......Page 42
Good practice, better practice......Page 50
The four different types of organic growth......Page 65
Overcoming the internal barriers to organic growth......Page 72
Setting your organization up for effective cross-selling......Page 80
PART 3. Being more effective with and helpful to your clients......Page 92
The three different phases of business relationships......Page 94
Spend more time with the right clients......Page 106
How to communicate better with clients......Page 111
Thinking more creatively about clients’ business issues......Page 117
Organizing your thinking: the NISE framework......Page 130
How to use questions to identify your clients’ real needs......Page 134
How to structure meetings and conversations with clients – the FODA technique......Page 142
The builder’s tale –FODA in practice......Page 147
Knowing when to ask for more business......Page 154
Take action now......Page 160
PART 1. Taking organic growth seriously......Page 10
Organic growth: finding Cinderella in every professional services firm......Page 12
Why organic growth is so valuable......Page 19
What should happen – but doesn’t......Page 29
PART 2. Getting your organization fit for organic growth......Page 40
If you don’t believe you can help, don’t try to sell......Page 42
Good practice, better practice......Page 50
The four different types of organic growth......Page 65
Overcoming the internal barriers to organic growth......Page 72
Setting your organization up for effective cross-selling......Page 80
PART 3. Being more effective with and helpful to your clients......Page 92
The three different phases of business relationships......Page 94
Spend more time with the right clients......Page 106
How to communicate better with clients......Page 111
Thinking more creatively about clients’ business issues......Page 117
Organizing your thinking: the NISE framework......Page 130
How to use questions to identify your clients’ real needs......Page 134
How to structure meetings and conversations with clients – the FODA technique......Page 142
The builder’s tale –FODA in practice......Page 147
Knowing when to ask for more business......Page 154
Take action now......Page 160
