Know Thy Client

A Technical Primer for Technical Staffing Professionals

By: Tom Henricksen

Narrated by: Brian C. Rideout

The "Holy Grail" in sales is to be viewed by your clients and prospective clients as a collaborative partner rather than just a vendor. While achieving "partner" status requires a thorough understanding of your client’s needs, most sales professionals in the IT and engineering staffing industry make due with only cursory knowledge of their client’s technical requirements.

In this session, you will learn how you can close more deals and identify new opportunities through a better understanding of various technology platforms as well as the roles typically found in a client’s technical organization.

©2016 Tom Henricksen (P)2018 Tom Henricksen

A long sales brochure

This would be an ok short book on IT staffing sales but it is really just a long brochure with countless "contact me today" messages, and appeals to the author's consulting and training business. There is a little bit of good information, but if the author is going to include so many "buy my services now" messages, then don't charge for it, because it becomes a brochure, not a real book.
The narrator did a good job, no quarrel there.