Tom McMakin and Doug Fletcher explain the premise of their book, "How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services," and why they were compelled to write it.

Authenticity has a cost, but the benefits outweigh the costs according to Nate Bennett, Associate Dean at Georgia State's Robinson College of Business.

Advertising professional services can help, but it's a relatively poor investment. With the help of Walt Shill, Global Managing Partner at ERM, Tom McMakin explains how it's better to develop strategies and processes that can impact your clients.

It's better to demonstrate expertise than to claim it. Paul Quigley explains how organizing and moderating well-crafted panel discussions can help you sell from "the front of the room."

I sat down with Cavin Segil and asked him to narrate a typical introductory call with a potential client. He says they always include a handful of key components. Call them the ABCs of an introductory call: a) learn who they are,

At the end of the introductory call, most prospects will ask for a “short piece” describing what you do and what you’ve done for others. Carlie Auger describes the four elements of a strong deck.

If you could ask a question of one of your peers, what would it be? We naturally seek assistance from those who are fellow travelers. Andi Baldwin seeks to find out what you would ask one of your peers in order to help you.

Clients aren’t sold services. They buy them based on their evaluation of seven criteria: Awareness, Understanding, Interest, Belief, Trust, Ability, and Readiness. All seven elements must be present before a client can buy.

Too often, we start the sales process from our point of view. Instead, start from your desired customer’s perspective.

Ann Kieffaber recently retired from the healthcare practice at Accenture as a Managing Director. Before that, she worked for IBM. In both roles, she was charged with helping the largest healthcare organizations transform how they collect,