“Selling” professional services: a practical approach ‐ Part I

Clifford J. Ferguson (Partner, The PACE Partnership, Guildford, UK)

Management Decision

ISSN: 0025-1747

Publication date: 1 April 1996


A two‐part article developing the necessary activities for professional firms to compete and develop their business in the late 1990s. Focuses mainly on changing the emphasis from broad‐based marketing to its practical follow‐up via active selling. Introduces a number of concepts in Part I to assist professional firms to realize the full potential that is available from their existing clients.



Ferguson, C. (1996), "“Selling” professional services: a practical approach ‐ Part I", Management Decision, Vol. 34 No. 3, pp. 49-54. https://doi.org/10.1108/00251749610113677

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Copyright © 1996, MCB UP Limited

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