Includes index.

"This Handbook outlines a systematic way of becoming such a valued resource. Readers learn to scan the horizon for early signs of "rock-ripple events"—major changes in the business world often spring from new developments that are little noted or heeded, at first, by the client companies soon to be affected by them. But like a rock dropped in a pond, these events set off ripples that sweep through entire industry sectors, creating must-have service needs.The Handbook explains how to evaluate emerging issues to judge their likely effects, and whether they'd generate service needs that are a good, and profitable, fit for your firm. It then describes how to create and deploy a sales initiative that takes full advantage of a given opportunity. This book demonstrates how to fill this vital role. And as examples show, the rewards often include unsolicited sales from clients calling you, since you're the guru they have come to know and trust." -- From the inside flap book jacket.

Text in English.