What holds back many subject-matter experts from actively getting assignments for themselves and their colleagues is the feeling that they’re being pushy. After all, clients dislike being sold to. What they do appreciate is being helped—especially by people they trust and who know their stuff. That’s why it makes perfect sense for professionals to take charge of finding assignments. You get involved earlier, help shape the best solution, and become a more trusted advisor. The result: better-fitting, more rewarding projects, a stronger career, and happier clients.
But how do you do that in a way that feels authentic to you? With the approach and tips in this book, you’ll find it easier to win assignments for yourself and your colleagues. And it becomes more enjoyable—and at times, even genuinely fun.
Sales for techies and consultants offers clear, hands-on answers to questions such as:
• What are the top three ways to increase your chances of getting assignments?
• How can you use your network without feeling unnatural?
• How do you show you’re good at what you do, without bragging?
• How can you get meaningful buying conversations with clients without cold calling?
• How do you have these conversations in a way that’s both pleasant and effective?
• How do you handle the budget hurdle?
