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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
Opac: Controlla la disponibilità qui
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
Opac: Controlla la disponibilità qui
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-9910821323003321
Newton Stephen  
London, : Kogan Page, 2013
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui