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The professional's guide to business development [[electronic resource] ] : how to win business in the professional services / / Stephen Newton
| The professional's guide to business development [[electronic resource] ] : how to win business in the professional services / / Stephen Newton |
| Autore | Newton Stephen |
| Pubbl/distr/stampa | London, : Kogan Page, 2013 |
| Descrizione fisica | 1 online resource (200 p.) |
| Disciplina |
658
658.4 |
| Soggetto topico |
Branding (Marketing)
Professions Small business - Management Success in business |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-78402-314-0
1-283-83702-1 0-7494-6654-5 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Contents; Introduction; 01 Choosing your ground; New business versus business development; Where are you?; Assessing the data; 02 In a perfect world ...; The 'perfect' client firm; How does the client see you?; 03 Locating your perfect clients; Cultural fit - why it matters; The sniper rifle approach; Technology: a side note; Being visible; 04 Your brand: development and management; What is a brand?; The brand is you...; Building your brand statement; Hot buttons to brand promises; Your role and the value in resolving pain or delivering dreams; Linking brand promise and value delivery
Brand and culture: similar but not the sameYour USP; Bringing it all together; 05 Conversation is the new PowerPoint®; Perceptions are critical and real (even if they may be incorrect); Conversation versus presentation; Conversational tools; The new PowerPoint®; 06 The wiring diagram of the client firm: seeing the influence connections; The primary buyer with the NABAC; The various buying roles; Mapping the client firm: a process; Questions to clarify roles; What drives the client?; 07 Maximizing success in your meetings; Meetings in general; Avoiding problems with meetings Writing great proposals08 Managing your delivery and the client's expectations; Quality assurance (QA); Delivery, client ownership and CRM; After-action reports and feedback loops; Milestones; Pulling the plug; 09 Winning referrals and repeat business; Five referral errors - and how to avoid them; Internal versus external referrals; Repeat business; Planning and process; Strategic account leadership (SAL); 10 Building systems into your business; Business organization; Checklists; Time allocation; Client relationships and contacts; Corporate knowledge and documents; Why bother with systems? 11 Putting it all together: a one-month implementation planAction plan overview; Action plan to-do list and timings; Mapping things out; The right people; And finally...; Further reading; Resources; Index |
| Record Nr. | UNINA-9910463085703321 |
Newton Stephen
|
||
| London, : Kogan Page, 2013 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
The professional's guide to business development [[electronic resource] ] : how to win business in the professional services / / Stephen Newton
| The professional's guide to business development [[electronic resource] ] : how to win business in the professional services / / Stephen Newton |
| Autore | Newton Stephen |
| Pubbl/distr/stampa | London, : Kogan Page, 2013 |
| Descrizione fisica | 1 online resource (200 p.) |
| Disciplina |
658
658.4 |
| Soggetto topico |
Branding (Marketing)
Professions Small business - Management Success in business |
| ISBN |
1-78402-314-0
1-283-83702-1 0-7494-6654-5 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Contents; Introduction; 01 Choosing your ground; New business versus business development; Where are you?; Assessing the data; 02 In a perfect world ...; The 'perfect' client firm; How does the client see you?; 03 Locating your perfect clients; Cultural fit - why it matters; The sniper rifle approach; Technology: a side note; Being visible; 04 Your brand: development and management; What is a brand?; The brand is you...; Building your brand statement; Hot buttons to brand promises; Your role and the value in resolving pain or delivering dreams; Linking brand promise and value delivery
Brand and culture: similar but not the sameYour USP; Bringing it all together; 05 Conversation is the new PowerPoint®; Perceptions are critical and real (even if they may be incorrect); Conversation versus presentation; Conversational tools; The new PowerPoint®; 06 The wiring diagram of the client firm: seeing the influence connections; The primary buyer with the NABAC; The various buying roles; Mapping the client firm: a process; Questions to clarify roles; What drives the client?; 07 Maximizing success in your meetings; Meetings in general; Avoiding problems with meetings Writing great proposals08 Managing your delivery and the client's expectations; Quality assurance (QA); Delivery, client ownership and CRM; After-action reports and feedback loops; Milestones; Pulling the plug; 09 Winning referrals and repeat business; Five referral errors - and how to avoid them; Internal versus external referrals; Repeat business; Planning and process; Strategic account leadership (SAL); 10 Building systems into your business; Business organization; Checklists; Time allocation; Client relationships and contacts; Corporate knowledge and documents; Why bother with systems? 11 Putting it all together: a one-month implementation planAction plan overview; Action plan to-do list and timings; Mapping things out; The right people; And finally...; Further reading; Resources; Index |
| Record Nr. | UNINA-9910786468003321 |
|
Newton Stephen
|
||
| London, : Kogan Page, 2013 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||