Kevin Walker, Cliff Ferguson and Paul Denvir of the pace Partnership in Walton-on-Thames, have written Creating New Clients - marketing and selling professional services. Although they talk in the introduction about accountants, lawyers and engineers, architects face the same dilemma - having trained in a specific discipline, as they rise up an organisation they 'become less involved in the technical aspect of their work and more involved in managing client relationships. Before long, the professional has responsibility for income generation, and then for bringing in new clients. Nowadays if a person cannot bring in quality work from new clients, his or her career prospects will be severely limited.'
The book has been written to help people adjust to this new role. It outlines the skills required for maximum success in marketing and selling the professional service firm. Published by Cassell, it costs £18.99.