How to Win More Business in a Recession

Abstract

Describes the essential communication skills which managers need in the current competitive business world especially for those responsible for acquiring new clients in professions such as law, accountancy, engineering, management consultancy and public relations. Addresses the issues of how to overcome “buyer uncertainty” and how to establish credibility early in the presentation, how to discover the client′s underlying problems and how to select a winning team with a strong leader.

Citation

Stuart, C. (1992), "How to Win More Business in a Recession", Executive Development, Vol. 5 No. 4. https://doi.org/10.1108/09533239210018545