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• Sales Rank: #5455852 in Books
  
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Customer Reviews

Most Helpful Customer Reviews

23 of 23 people found the following review helpful.
Like the Bible for Christians and Capital for Marxists
By ivanov@consultmarketing.ru
It is for consultants like the Bible for Christians and Capital for MarxistsThis book is like a Bible for all professionals, regardless of whether they are working on their own or for a company. It can be read again and again and every time you can find something new. I think that even Maister did not suspect how great it would be. I feel able to declare that everybody who wants to be called "a consultant" must read this book.Although this book consists of articles by different years it can be read without any difficulty. Maister also used international English and therefore it is easy for non-native English speakers to read.I found especially interesting the following chapters:1. Marketing to Existing Client2. Attracting new Clients3. Managing the Marketing EffortThe core ideas of all these chapters are:1. Demonstrate you ability do not declare (Marketing works when it is demonstrative not assertive)2. The most effective type of marketing is client-level marketing (face-to-face meeting not to-broadcast marketing)3. Existing clients are the best sources of new business (and often the most profitable ones)4. Marketing activities represent an investment and therefore should be budgeted for.The author puts all these principles into practice. In this book (and all the rest of his books) he demonstrates his quality. He treats all his readers (all of us) if we were already his clients and which means he shares some top secrets of this business.All in all, I can say that it is amazing how many new ideas I managed to get from this book for so little money. Buying this book was one of my greatest investments. I only regret that I did not read this book in the eginning of my career in consulting.

11 of 11 people found the following review helpful.
A great text on managing professional service firms
By A customer
David Maister is one of the best exponents around of managing professional service firms. I came across the hardback edition of this book seven years ago when I was doing a course run for board directors of the global public relations firm, Burson-Marsteller. Now as independent public relations practitioner I find it an invaluable source of guidance. While I am generally none too keen on Amercian management textbooks - a little too evangelical for me - this is different. Full of cogent, well-reasoned and useful advice from the viewpoint of a practitioner. Highly recommended.

0 of 2 people found the following review helpful.
Five Stars
By Marsalt
i bought it for a colleague

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