How Clients Buy
A Practical Guide to Business Development for Consulting and Professional Services
Created by Wiley and Sons, Doug Fletcher, Tom McMakin
Discover how clients actually choose consulting and professional services. Learn to move beyond traditional sales tactics by focusing on trust, credibility, and relevance. Build a client-centered approach that helps you win work more naturally and confidently.
Wiley | Apr 2026 | 272 min
What You Will Learn
You will explore real-world scenarios and practical frameworks that reveal how clients make buying decisions. By shifting your mindset and daily behaviors, you will learn to build stronger relationships and communicate your value clearly. The focus stays on practical actions that align with how clients think and decide.
Key Features
- Understand the real reasons clients choose or reject professional services
- Build trust and credibility without relying on aggressive sales tactics
- Apply a practical framework to improve business development results
Target Audience
Perfect for consultants, advisors, and professionals who want to grow their client base but feel uncomfortable with traditional selling. If you have expertise in your field and work with clients, you will benefit from learning a more natural, effective approach to business development-no prior sales experience needed.
