Personality Traits in Professional Services Marketing

(Hardback)

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Description

Identifying the people best suited to marketing a firm to new clients is critical to the success of new business acquisition. Weitzul's research, plus his own consulting (and new business acquisition) experience, convinces him that not only are some people better suited than others to this delicate task, but that there are ways to identify the traits that make them better--and before costly mistakes can happen. Weitzul guides managing partners and others with marketing responsibilities through the various steps in selecting their rainmakers, then offers help in developing their talents. Readable, with questionnaires and checklists, the book will be an essential, pragmatic resource for any professional services firm or consultancy.

Reviews

"Manpower, manpower, manpower--the three most important ingredients in the formula for building a successful sales distribution system. But, how do you find the right' manpower, and do this cost efficiently...The principles and guidelines in Weitzul's book form a practical framework which one can follow to cost effectively hire the best financial services personnel available. We've tried it and it works."-Eugene E. Payne, Ph.D., Executive Vice President FIC Insurance Group
"No other book I have read, or system we have used, comes close to Weitzul's in going beyond the platitudes to the practical linking of personality analysis with professional services staffing. Personality Traits in Professional Services Marketing is a must read for any manager involved in the staffing of professional services."-Steven V. Sashihara, President Princeton Consultants
"The individual who combines the technical savvy of a seasoned professional with the marketing skills necessary to showcase that knowledge is indeed a rare hybrid. [Weitzul's] new book is right on in helping us to identify, and perhaps retain, this valuable resource."-George L. Budd, Jr., Vice President Godwins Booke & Dickenson
"The material in this book is extremely helpful in laying out the steps to select, recruit, and train professional people."-John Hamilton, President Hamilton Cavanaugh, Inc.

Author Bio

JAMES B. WEITZUL is President of Banks & Weitzul, Inc., a Princeton, N.J., consulting firm. A psychologist with a doctorate from Cornell University, he lists among his various clients A. Foster Higgins and Financial Industries Corporation. He is also the author of two previous books, Evaluating Interpersonal Skills in the Job Interview: A Guide for Human Resource Professionals (1992) and Sales Force Dynamics: Motives, Management, Money, Marketplace (1993).