Resource Guide

Client Relationship Building

Capon, Noel. Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset. New York: Free Press, 2001.

Carucci, Ron A., William A. Pasmore, and the Colleagues of Mercer Delta. Relationships That Enable Enterprise Change: Leveraging the ClientConsultant Connection. San Francisco: Jossey-Bass/Pfeiffer, 2002.

Carucci, Ron A., and Tbby J. Tfetenbaum. The Value-Creating Consultant: How to Build and Sustain Lasting Client Relationships. New York: AMACOM, 2000.

Dawson, Ross. Developing Knowledge-Based Client Relationships: The Future of Professional Services. Boston: Butterworth-Heinemann, 2000.

McKenna, Regis. Relationship Marketing: Successful Strategies for the Age of the Customer. Reading, MA: Perseus Books, 1991.

Sheth, Jagdish, and Andrew Sobel. Clients for Life: How Great Professionals Develop Breakthrough Relationships. New York: Simon & Schuster, 2000.

Sobel, Andrew. Making Rain: The Secrets of Building Lifelong Client Loyalty. Hoboken, NJ: John Wiley & Sons, 2003.

Stevenson, Tbm, and Sam Barcus. The Relationship Advantage: Become a Trusted Advisor and Create Clients for Life. Chicago: Dearborn Trade Publishing, 2003.

The Consulting Process

Ayan, Jordan. Aha! 10 Ways to Free Your Creative Spirit and Find Your Great Ideas. New York: Crown Publishers, 1997.

Barcus, Sam W., III, and Joseph W. Wilkinson. Handbook of Management Consulting Services. New York: McGraw-Hill, 1995.

Block, Peter. Flawless Consulting: A Guide to Getting Your Expertise Used. San Francisco: Jossey-Bass/Pfeiffer, Second Edition, 2000.

Bridges, William. Managing Transitions: Making the Most of Change. Cambridge, MA: Perseus Publishing, 2003.

Buzan, Tbny, and Barry Buzan. The Mind Map Book: How to Use Radiant Thinking to Maximize Your Brain's Untapped Potential. New York: Penguin Books, 1993.

Cope, Nick. The Seven Cs of Consulting: Your complete blueprint for any consultancy assignment. London: Financial Times Prentice Hall, 2000.

Czerniawska, Fiona. Value-Based Consulting. London: Palgrave, 2002.

Fisher, Roger, William Ury, and Bruce Patton. Getting to Yes: Negotiating Agreement without Giving In. New York: Penguin Group, 1991.

Gelb, Michael J. Discover Your Genius: How to Think Like History's Ten Most Revolutionary Minds. New York: Harper-Collins Publishers, 2002.

Hall, Doug. Jump Start Your Business Brain: Win More, Lose Less and Make More Money with Your New Products, Services, Sales and Advertising. Cincinnati, OH: Brain-Brew Books, 2001.

-. Jump Start Your Brain. New York: Warner Books, 1995.

Hoopes, James. False Prophets: The Gurus Who Created Modern Marketing and Why Their Ideas Are Bad for Business Today. Cambridge, MA: Perseus Publishing, 2003.

Kotter, John P., and Dan S. Cohen. The Heart of Change: Real Life Stories of How People Change Their Organizations. Boston: Harvard Business School Press, 2002.

Leonard, George. Mastery: The Keys to Success and Long-Term Fulfillment. New York: Plume/Penguin Group, 1992.

Maister, David H. True Professionalism: The Courage to Care about Your People, Your Clients, and Your Career. New York: Free Press, 1997.

-. Managing the Professional Service Firm. New York: Free Press, 1993.

Maister, David H., Charles H. Green, and Robert M. Galford. The Trusted Advisor. New York: Free Press, 2000.

McKenna, Patrick, and David H. Maister. First among Equals: How to Manage a Group of Professionals. New York: Free Press, 2002.

Michalko, Michael. Cracking Creativity: The Secrets of Creative Genius. Berkeley, CA: Ten Speed Press, 1998.

Nadler, Gerald, and Shozo Hibino. Breakthrough Thinking: The Seven Principles of Creative Problem Solving. Roseville, CA: Prima Publishing, Second Edition, 1998.

Peters, Tom. Re-imagine! Business Excellence in a Disruptive Age. London: Dor-ling Kindersley Limited, 2003.

Phillips, Jack J. The Consultant's Scorecard: Tracking Results and Bottom-Line Impact of Consulting Projects. New York: McGraw-Hill, 2000.

Schaffer, Robert H. High-Impact Consulting: How Clients and Consultants Can Work Together to Achieve Extraordinary Results. San Francisco: Jossey-Bass, 2002.

Stone, Douglas, Bruce Patton, and Sheila Heen. Difficult Conversations: How to Discuss What Matters Most. New York: Penguin Group, 1999.

Von Oech, Roger. Expect the Unexpected (Or You Won't Find It): A Creativity Tool Based on the Ancient Wisdom of Heraclitus. New York: Free Press, 2001.

Weinberg, Gerald M. The Secrets of Consulting: A Guide to Giving & Getting Advice Successfully. New York: Dorset House Publishing, 1985.

-. More Secrets of Consulting: The Consultant's Tool Kit. New York: Dorset

House Publishing, 2002.

Weiss, Alan. Great Consulting Challenges and How to Surmount Them: Powerful Techniques for the Successful Practitioner. San Francisco: Jossey-Bass/Pfeif-fer, 2003.

-. Process Consulting: How to Launch, Implement, and Conclude Successful

Consulting Projects. San Francisco: Jossey-Bass/Pfeiffer, 2002.

-. The Ultimate Consultant: Powerful Techniques for the Successful Practitioner. San Francisco: Jossey-Bass/Pfeiffer, 2001.

Marketing Professional Services

Beckwith, Harry. What Clients Love: A Field Guide to Growing Your Business. New York: Warner Books, 2003.

-. The Invisible Touch: The Four Keys to Modern Marketing. New York:

Warner Books, 2000.

-. Selling the Invisible: A Field Guide to Modern Marketing. New York:

Warner Books, 1997.

Connor, Dick, and Jeff Davidson. Marketing Your Consulting and Professional Services. New York: John Wiley & Sons, 1997.

Dembitz, Alex, and James Essinger. Breakthrough Consulting: So You Want to be a Consultant? Turn Your Expertise into a Successful Consulting Business. London: Pearson Education Limited, 2000.

Forsyth, Patrick. Marketing Professional Services: Practical Approaches to Practice Development. London: Kogan Page Limited, Second Edition, 1999.

Fox, Jeffrey J. How to Become a Marketing Superstar: Unexpected Rules That Ring the Cash Register. New York: Hyperion, 2003.

-. How to Become a Rainmaker: The People Who Get and Keep Customers.

New York: Hyperion, 2000.

Godin, Seth. Purple Cow: Transform Your Business by Being Remarkable. New York: Portfolio Penguin Group, 2003.

-. Free Prize Inside: The Next Big Marketing Idea. New York: Portfolio Penguin Group, 2004.

Hall, Doug. Meaningful Marketing. Cincinnati, OH: Brain-Brew Books, 2003.

Harding, Ford. Rain Making: The Professional's Guide to Attracting New Clients. Holbrook, MA: Adams Media Corporation, 1994.

-. Cross-Selling Success: A Rainmaker's Guide to Professional Account Development. Holbrook, MA: Adams Media Corporation, 2002.

-. Creating Rainmakers: The Manager's Guide to Training Professionals to Attract New Clients. Holbrook, MA: Adams Media Corporation, 1998.

Kotler, Philip, Thomas Hayes, and Paul N. Bloom. Marketing Professional Services: Forward-Thinking Strategies for Boosting Your Business, Your Image, and Your Profits. Upper Saddle River, NJ: Prentice Hall, 2002.

Kunde, Jesper. Unique Now ... or Never: The Brand Is the Company Driver in the New Value Economy. London: Financial Times Prentice Hall, 2002.

Levine, Michael. Guerrilla P.R. WIRED: Waging a Successful Publicity Campaign Online, Offline, and Everywhere in Between. Chicago: McGraw-Hill, 2002.

Levinson, Jay Conrad. The Way of the Guerrilla: Achieving Success and Balance as an Entrepreneur in the 21st Century. Boston: Houghton Mifflin Company, 1997.

-. Mastering Guerrilla Marketing: 100 Profit-Producing Insights You Can

Take to the Bank. Boston: Houghton Mifflin Company, 1999.

-. Guerrilla Marketing: Secrets for Making Big Profits from Your Small Business. Boston: Houghton Mifflin Company, 1998.

Levinson, Jay Conrad, Rick Frishman, and Jill Lublin. Guerrilla Publicity: Hundreds of sure-fire tactics to get maximum sales for minimum dollars. Holbrook, MA: Adams Media Corporation, 2002.

Levitt, Theodore. The Marketing Imagination, New, Expanded Edition. New York: Free Press, 1986.

Lowe, Suzanne C. Marketplace Masters: How Professional Service Firms Compete to Win. Westport, CT: Praeger Publishers, 2004.

Mills, Harry. The Rainmaker's Toolkit: Power Strategies for Finding, Keeping, and Growing Profitable Clients. New York: AMACOM, 2004.

Payne, Adrian. The Essence of Service Marketing. Essex, England: Prentice Hall, 1993.

Ries, Al, and Jack Trout. Positioning: The Battle for Your Mind. New York: McGraw-Hill, 2001.

Rosen, Emanuel. The Anatomy of Buzz: How to Create Word-of-Mouth Marketing. New York: Doubleday, 2000.

Shenson, Howard A., and Jerry R. Wilson. 138 Quick Ideas to Get More Clients. New York: John Wiley & Sons, 1993.

Stevens, Mark. Your Marketing Sucks. New York: Crown Business, 2003.

Treacy, Michael. Double-Digit Growth: How Great Companies Achieve It—No Matter What. New York: Portfolio/Penguin Group, 2003

Trout, Jack, and Steve Rivkin. Differentiate or Die: Survival in Our Era of Killer Competition. New York: John Wiley & Sons, 2000.

Proposals and Pricing

Hart, Christopher W. L. Extraordinary Guarantees: A New Way to Build Quality Throughout Your Company & Ensure Satisfaction for Your Customers. New York: AMACOM, 1993. Holtz, Herman. The Consultant's Guide to Proposal Writing: How to Satisfy Your Clients and Double Your Income. New York: John Wiley & Sons, 1998. Johnson-Sheehan, Richard. Writing Proposals: A Rhetoric for Managing Change.

New York: Longman Publishers, 2002. Sant, Tom. Persuasive Business Proposals: Writing to Win More Customers, Clients and Contracts. New York: AMACOM, 2004.

Public Speaking

Morgan, Nick. Working the Room: How to Move People to Action through Audience-Centered Speaking. Boston: Harvard Business School Press, 2003. Weissman, Jerry. Presenting to Win: The Art of Telling Your Story. Upper Saddle River, NJ: Financial Times Prentice Hall, 2003.


Booth, Wayne C., Gregory G. Colomb, and Joseph M. Williams. The Craft of Research. Chicago: University of Chicago Press, 2003.

Flesch, Rudolf, and A. H. Lass. The Classic Guide to Better Writing: Step-by-Step Techniques and Exercises to Write Simply, Clearly, and Correctly. New York: HarperResource, 1996.

Herman, Jeff, and Deborah Levine Herman. Write the Perfect Book Proposal: 10 That Sold and Why. New York: John Wiley & Sons, 2001.

-. Jeff Herman's Guide to Book Publishers, Editors and Literary Agents 2004:

Who They Are! What They Want! and How to Win Them Over!, 14th Edition, Self-published, 2003.

Kremer, John. 1001 Ways to Market Your Book. Fairfield, IA: Open Horizons, 1998.

Larsen, Michael. How to Write a Book Proposal. Cincinnati, OH: Writer's Digest Books, 1997.

-. Literary Agents: What They Do, How They Do It, and How to Find and

Work with the Right One for You. New York: John Wiley & Sons, 1996.

Levinson, Jay Conrad, Rick Frishman, and Michael Larsen. Guerrilla Marketing for Writers. Cincinnati, OH: Writer's Digest Books, 2001.

Poynter, Dan. The Self-Publishing Manual: How to Write, Print and Sell Your Own Book. Santa Barbara, CA: Para Publishing, 1979.

Rose, M. J., and Angela Adair-Hoy. How to Publish and Promote Online. New York: St. Martin's Griffin, 2001.

Selling Services

Burg, Bob. Endless Referrals: Network Your Everyday Contacts into Sales. New York: McGraw-Hill, 1999.

Carlson, Richard K. Personal Selling Strategies for Consultants and Professionals: The Perfect Sales Equation. New York: John Wiley & Sons, 1993.

Page, Rick. Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale. New York: Nautilus Press, 2002.

Silverman, George. The Secrets of Word-of-Mouth Marketing: How to Trigger Exponential Sales Through Runaway Word of Mouth. New York: AMACOM, 2001.

Thull, Jeff. Mastering the Complex Sale: How to Compete and Win When the Stakes Are High! Hoboken, NJ: John Wiley & Sons, 2003.


Fink, Arlene, and Jacqueline Kosecoff. How to Conduct Surveys: A Step-by-Step

Guide. Thousand Oaks, CA: Sage Publications, 1998. Nardi, Peter. Doing Survey Research: A Guide to Quantitative Methods. Boston:

Pearson Allyn & Bacon, 2003. Salant, Priscilla, and Don A. Dillman. How to Conduct Your Own Survey. New York: John Wiley & Sons, 1994.

Web Site Design and Promotion

Flanders, Vincent, and Michael Willis. Web Pages That Suck: Learn Good Design by Looking at Bad Design. San Francisco: Sybex, 1998.

-. Son of Web Pages That Suck: Learn Good Design by Looking at Bad Design.

San Francisco: Sybex, 2002.

Krug, Steve. Don't Make Me Think! A Common Sense Approach to Web Usability. Indianapolis, IN: New Riders Publishing, 2000.

McGovern, Gerry, and Rob Norton. Content Critical: Gaining Competitive Advantage Through High-Quality Web Content. London: Financial Times Prentice Hall, 2002.

Williams, Robin. The Non-Designer's Design Book: Design and Typographic Principles for the Visual Novice. Berkeley, CA: Peachpit Press, 1994.

Williams, Robin, and John Tollett. The Non-Designer's Web Book: An Easy Guide to Creating, Designing, and Posting Your Own Web Site. Berkeley, CA: Peachpit Press, 2000.


Bryson, Bill. Bryson's Dictionary of Troublesome Words. New York: Broadway Books, 2002.

King, Stephen. On Writing: A Memoir of the Craft. New York: Pocket Books, 2000.

Lamott, Anne. Bird by Bird: Some Instructions on Writing and Life. New York: Anchor Books, 1994.

Levy, Mark. Accidental Genius: Revolutionize Your Thinking Through Private Writing. San Francisco: Berrett-Koehler Publishers, 2000.

Lyon, Elizabeth. A Writer's Guide to Nonfiction. New York: Berkeley Publishing Group, 2003.

O'Conner, Patricia T. Woe Is I: The Grammarphobe's Guide to Better English in Plain English. New York: Riverhead Books, 1996.

-. Words Fail Me: What Everyone Who Writes Should Know about Writing.

New York: Harcourt Brace & Company, 1999.

Poynter, Dan. Writing Nonfiction: Turning Thoughts into Books. Santa Barbara, CA: Para Publishing, 2000.

-. Successful Nonfiction. Santa Barbara, CA: Para Publishing, 2000.

Shertzer, Margaret. The Elements of Grammar. New York: Macmillan Publishing Company, 1986. Strunk, William, Jr., and E. B. White. The Elements of Style. New York: Longman Publishers, 2000. Williams, Joseph M. Style: Toward Clarity and Grace. Chicago: University of

Chicago Press, 1990. Zinsser, William. On Writing Well: The Classic Guide to Writing Nonfiction. New York: HarperCollins Publishers, 25th edition, 2001.

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