Selling Your Expertise

FOREWORD BY HELEN SHAN, EVP and Chief Revenue Officer, FactSet Research Systems Ltd.

PRAISE FOR SELLING YOUR EXPERTISE

“Chen empowers us as professionals to not just deliver our work but to create value by selling. Whether you are a first-timer or a seasoned business developer, new or resistant to selling, Selling Your Expertise will open your mind and heart to greater career opportunities and rewards. Thank you, Robert!”

—JAY PERSAUD, Vice Chair, Big Four Professional Services Organization

“Building and maintaining lasting client relationships is key for the long-term success of any business. Selling Your Expertise outlines a clear roadmap with proven strategies to leverage your professional experience and knowledge to serve your clients, build enduring relationships, and scale the business.”

—SRINIVAS RAPTHADU, Business Transformation Officer, Global Strategy Consulting Ecosystems, SAP

“Remarkable insights and an in-depth resource for anyone who views a sales role with skepticism or trepidation. I view Selling Your Expertise as essential reading for anyone in professional services who is serving in a technical role. Here is a practical and realistic guide for building a career roadmap for success.”

—HIROSHI BAENSCH, Senior Partner, Mercer

“You can offer the best data, models, and analytical skills in the world, but more important than any of that is the ability to sell your expertise. Robert Chen provides some unique and invaluable lessons, which I find immediately useful for my own teaching and consulting work.”

—PROFESSOR PETER FADER, Frances and Pei-Yuan Chia Professor of Marketing, The Wharton School of The University of Pennsylvania

“Robert Chen clearly understands the subtleties and nuances of interpersonal dynamics. In Selling Your Expertise, his advice on how to develop business authentically in your own voice is not to be missed.”

—MICHELLE NASIR, Chief Talent Officer, Arsenal Capital Partners

“If there is one book to read on developing selling acumen for someone who is not a ‘born salesperson’, Selling Your Expertise is it. It offers relational guiding principles and step-by-step approaches that help any expert within their business understand how to build a thriving book of business. You’ll not only gain practical insights, but the confidence to be a rainmaker!”

—PAUL WYPASEK, Chief Learning Officer, Turner Construction