Professional's Guide to Business Development

Editor/Author Newton, Stephen
Publication Year: 2013
Publisher: Kogan Page

Single-User Purchase Price: $86.95
Unlimited-User Purchase Price: Not Available
ISBN: 978-0-74-946654-1
Category: Business, Finance & Economics - Business
Image Count: 6
Book Status: Available
Table of Contents

In this book, consultant Stephen Newton offers a repeatable and scalable methodology to develop these partnerships between professional services providers and their clients.

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Table of Contents

  • Acknowledgements
  • Introduction
  • 1 Choosing your ground
  • 2 In a perfect world …
  • 3 Locating your perfect clients
  • 4 Your brand: development and management
  • 5 Conversation is the new PowerPoint®
  • 6 The wiring diagram of the client firm: seeing the influence connections
  • 7 Maximizing success in your meetings
  • 8 Managing your delivery and the client's expectations
  • 9 Winning referrals and repeat business
  • 10 Building systems into your business
  • 11 Putting it all together: a one-month implementation plan
  • Further reading
  • Resources