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In other words, all advisers ardently wish is invisible to be present everywhere where client decisions are made like: «the adviser for our activity and its help in the decision of a current problem Is necessary. We can appear in enough difficult situation if we will not receive such help shortly. It should be given the expert with the best certificates and experience in this point in question». Some of your potential clients make similar decisions every day, but you cannot learn about it in any way. Hence, you are not ready to offer the special knowledge then and there where they more all is necessary.
As clients will now be designated, you become the leader in game and outstrip competitors.
So we will begin!
All potential clients feel requirement for the decision of a certain constant of a problem. As a good example in the field of management turnover of staff – never stopping and expensive (if to take into consideration training and relations with buyers) would serve. The given problem has received the name of "the animal nature».
Choose three basic problems of the client concerning your field of knowledge. They should respond four criteria:
?) To characteristic actions of the client,
?) Automatically arising from time to time,
?) Connected with huge expenses for the client,
?) Concerning one specific aspect of its actions.
From the problems set forth above choose that with which you are most of all familiar and of which decision are most competent.
Write the report on its permission.
Entitle it «As _______________________».
Write it, as if article for the most prestigious business trading or professional magazine. Present that the editor of the edition has charged to you as to the first class expert on this point in question to write it for the fee to $5000 (for what be prepared psychologically).
?) Imagine, as if the client who is at a great distance pays for it to you. Therefore he cannot invite you to the territory and wishes to resolve a problem by mail. It has formulated a problem, however has not given you the detailed information on specific features of the organisation.
?) Be convinced that on perusal of your report 10 minutes leave exactly.
?) Give it a report kind, instead of the prosaic story. Number each paragraph, breaking the text into process steps. (Use as the grant a format of the given program.)
?) Contemplating a problem, offer the decision concerning only of its essence as situation details in which there is a client are unknown to you.
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