Sales for Techies and Consultants
Getting assignments as part of your work
A review of our own book? Well, the last part of the book isn't titled "Shameless Afterword" for nothing.
Commerce for people who aren't so keen on it is our specialty. And there weren't many good books on the subject. So we wrote our own. Since its first publication in 2010, the book has become 1We're quite proud of having sold 2.000 copies.
In 2024, we completely updated and expanded it based on the experience we've gained over the past few years with dozens of organizations and thousands of consultants, engineers, advisors, and others. That version is also due for a new edition.
In 2026, we published the book in English, as more and more of our clients work with international professionals.
Below you can view some pages if you like, including the reading guide and the table of contents, so you can see whether the book is of interest to you or not.
Peek into the book: pages 1 to 22 and start Chapter 2
The back cover
What hinders many content-expert professionals from actively acquiring assignments is the feeling of being pushy. Clients, after all, hate being foisted on them. They do want help, preferably from people they can trust and who understand the subject matter.
That's why it's a good idea for professionals to acquire their own projects. You'll be more likely to meet with clients and advise them on the best solutions. This way, you'll become a more trusted advisor. And, of course, it leads to more compelling and more suitable projects, which is also good for your career.
But how do you do that in a way that suits you? With the methods and tips in this book, you'll more easily find clients for yourself and your colleagues. And acquiring assignments will become a more enjoyable part of your work.
Client wanted answers questions such as:
- What are the top 3 ways to increase the chances of getting an assignment?
- How do you get jobs from your network in a pleasant way?
- How do you say you're good without bragging?
- How do you reach new customers without cold calling?
- How do you conduct a pleasant and effective purchasing conversation?
- How do you deal with the budget hurdle?
About the authors
Jan Willem van den Brink and Maarten van Os are professionals who acquire their own contracts. In recent years, they and their colleagues have been able to Dreamfactory thousands of highly skilled professionals, such as consultants, IT professionals, engineers, technicians, trainers, and other specialists, and their leaders, are supported in finding and retaining clients.
Interview with the authors
What do others think?
Recommended
I highly recommend this book to anyone who wants to train themselves in how to make themselves visible to organizations that could benefit from their expertise and approach.
Clearly written by two men who have developed themselves in this field, without having learned any tricks. They take you along on a practical, inspiring, and effective journey.
Nicoline van Roozendaal on bol.com
Chapeau !!
I've been looking for a good sales book for trainers for a long time, and voila, here it is.
Karin de Galan, www.schoolvoortraining.nl
Finally!
As a sales manager, I certainly don't consider selling a dirty word, and I've been saying for some time that our own professionals are (or should be) our best salespeople. Yet, I notice that many of our employees feel completely differently. For many of them, selling is indeed a dirty word, and salespeople are quickly associated with smooth talkers who try to sell you the biggest nonsense. And those who would actually like to achieve more in terms of acquiring their own orders often lack the tools or are convinced they can't.
For both groups, "Client Wanted" is an enjoyable, insightful, and educational book. "Client Wanted" dispels many of the myths and preconceptions about selling. In a lighthearted, no-nonsense style, it helps professionals gain insight into the sales process and offers practical tools and techniques to become more successful in selling in a fun way, thereby securing more enjoyable or interesting assignments.
"Client Wanted" is divided into several chapters with a clear theme, so it doesn't have to be read cover to cover. This chapter structure and handy index at the back also make it an excellent reference.
However you read or use the book, "Client Wanted" is a fast-paced, practical tool for anyone, salesperson or not, who wants to get more out of their work and career by becoming more effective in selling. Highly recommended!
A. Broeze on managementboek.nl
Don't be scared
Our talent managers can still be quite taken aback by the word "acquisition." But you won't have to be once you've read this book. Highly recommended!
The book is crystal clear
And that's why it also serves as an excellent reference, despite the rather sparse index at the back. This is useful, because it contains so many tips and information that most readers will want to consult the book more than once.
Would you like more information about this book, or to order it directly? We recommend Managementboek.nl.