000			01085cam a2200277 4500
008			090401t1998 xxu||||| |||| 00| 0 eng d
020			_a0304704253
035			_a(Sirsi) u88826
041			_aeng
050			_a658.8
100			_aWalker, Kevin
245			_aCreating new clients : marketing and selling professional services.
260			_aLondon _bCassell _c1998
300			_axii,196p. ; 25cm.
350			_a35
520			_aOutlines the skills required for success in marketing the professional service firm. The authors work for the PACE Partnership and have developed the PACE Pipeline model which enables the reader to identify actions which will ensure a flow of work from new and existing clients and to plan and manage the activities required to stimulate the flow.
650			_aPACE PIPELINE MODEL
650			_aPROFESSIONAL FIRMS
650			_aPROFESSIONAL SERVICES
650			_aSELLING
690			_aMANAGEMENT-BUSINESS MANAGEMENT-PROFESSIONAL PRACTICE
700			_aFerguson, Cliff
700			_aDenvir, Paul
942			_n0
948			_c06/10/1998
999			_c97385 _d97385