David A. Fields - The Irresistible Consultants Guide to Winning Clients: 6 Steps to Unlimited Clients & Financial Freedom

Davids coaching and training is extremely applicable and real, something our staff loves, and that is huge for implementation. No academic or theoretical approaches, just real business. For me personally, as CEO, David is very proactive, helps me always think forward and keeps pushing the firm upwards! Working with David is a huge win!

Jonas Pedersn, PhD, CEO, Deallus Consulting

We considered many different business development advisors, including some of the best-known providers in the world, and David distinguished himself within the first couple minutes of our introduction call. His approach is simple, focused, and powerful. Its clear that by using Davids methods we are on course to being a stronger organization, being better consultants and, most importantly, providing better service to our clients.

Sami Ibrahim, Principal and CEO, Agility Solutions

All I can say about David is that everything he said would work that we tried has worked. We followed Davids process when talking to a large prospect a few weeks back and the results were amazing. NEVER in my professional life has a presentation of mine been so well accepted. Not a single dissenting voice! Not one. I cant thank David enough for transforming our practice.

Chris Doig, CEO, Wayferry, Inc.

Davids consulting sales prowess is amazing. He showed us the finer points of how to market our business and make a successful sales call. We landed a huge new account within weeks of starting with David.

Bob Endres, CEO, Synaptic Decisions

Mission accomplished! David is exceptionally resourceful, proactive, and thinks creatively. I thoroughly enjoyed personally working with David. He is highly, highly responsive and did a great job for us.

Gadi Saarony, Worldwide Head, Parexel Consulting

Plain and simple, Davids strategies work. I am taking these results to the bank. Utilizing his expertise and guidance, I quickly covered my investment with him many times over.

Tom Borg, CEO, Tom Borg Consulting

David helped my company bring in projects at higher fees and set our sights on making a much more significant impactand being compensated for that. Thanks to David, the gross revenue on our latest project is about seven times larger than the typical engagement we used to handle. Perhaps more importantly, his impact continues year after year. Last year our gross revenue grew by over 50% and were set on tripling this year by using techniques straight out of Davids playbook.

Jaime Campbell, Co-Founder and CFO, Tier One Services

David helped us focus beyond providing great value to clients to building a sustainable practice that will provide great value long into the future.

Scott Thompson, Co-founder, Acceleration Point

I invited David to talk at our Unanet Champions Conference, and even consultants who struggle with government contracts gave him rave reviews.

Fran Craig, CEO, Unanet

Our program with David was worth every penny. We truly enjoyed it and found much more benefit to our practice than we originally anticipated.

John Foster, CEO, Bedford & Main

Our ability to close business for higher fees has improved more from each hour spent with David than from years of reading marketing books and sitting through sales training classes. Today we negotiated a contract the way he showed us last week and doubled our normal rates!

Jamie Broughton, CEO, Footprint Leadership

David helped me transition from a corporate executive to owning a 6-figure consulting practice with room to grow. His training and perspectives provided many shortcuts, but perhaps even more critically, helped me avoid multiple miss-steps that may have blindsided my transition. I am both relieved for his help and grateful.

Wm. David Levesque, President, Lean Performance Development, Inc

David offers the kind of advice that makes you want to run out of your seat and apply it immediately because it makes such brilliant sense. As an added bonus, he shares generously and with humor. I'm always eager to hear more.

Young Mi Park, Chair, Executive Circle, NY American Marketing Association

David, we just landed our first huge client and we have you to thank for this! Weve already had our new consultants start going through your materials so they can learn what Ive been learning from you.

Adam Cooper, Partner, Ascent Consulting

David quickly hones in on exactly what we need and articulates it in a memorable, actionable way. While other coaches have vague ideas, David's ideas are pithy and practical. As a result of our work together, I have greater confidence going after larger projects and my firm is in more conversations for larger projects than ever before.

Kaihan Krippendorff, CEO, Outthinker

The Irresistible Consultants

GUIDE to
WINNING
CLIENTS

The Irresistible Consultants

GUIDE to
WINNING
CLIENTS

6 Steps to Unlimited Clients &
Financial Freedom

DAVID A. FIELDS

NEW YORK

NASHVILLE MELBOURNE VANCOUVER

The Irresistible Consultants Guide to Winning Clients

6 Steps to Unlimited Clients & Financial Freedom

2017 David A. Fields

All rights reserved. No portion of this book may be reproduced, stored in a retrieval system, or transmitted in any form or by any meanselectronic, mechanical, photocopy, recording, scanning, or otherexcept for brief quotations in critical reviews or articles, without the prior written permission of the publisher.

Published in New York, New York, by Morgan James Publishing. Morgan James and The Entrepreneurial Publisher are trademarks of Morgan James, LLC.
www.MorganJamesPublishing.com

The Morgan James Speakers Group can bring authors to your live event. For more information or to book an event visit The Morgan James Speakers Group at
www.TheMorganJamesSpeakersGroup.com.

ISBN 978-1-68350-164-0 paperback

ISBN 978-1-68350-165-7 eBook

Library of Congress Control Number: 2016911848

In an effort to support local communities, raise awareness and funds, Morgan James Publishing donates a percentage of all book sales for the life of each book to
Habitat for Humanity Peninsula and Greater Williamsburg.

Get involved today! Visit
www.MorganJamesBuilds.com

For my beautiful sons, Mitchel and Jeremy.

Isaac Newton said, If I have seen further, it is by standing on the shoulders of giants. That is most certainly an apt metaphor for me. My journey in consulting and understanding of how to win business springboards off an unbelievable platform of knowledge and ideas developed by others. A few people in particular deserve special mention:

Bob Endres is a pioneer in using risk management principles outside of conventional settings. While I had heard of presenting alternatives in contracts before, Bobs work truly showed me the opportunity for offering trades, reallocating risk and viewing proposals as an extension of the discovery process.

Jeff Hill was a co-founder of the boutique firm where I started my consulting career in 1997. Youll see Jeffs influence scattered throughout the book. A couple of notable instances are the practice of walking the halls to generate business and making dust fly once a project is signed.