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Produktbild: Financial Times Guide to Business Development, The

Financial Times Guide to Business Development, The

Fr. 54.90

inkl. gesetzl. MwSt., Versandkostenfrei

Beschreibung

Produktdetails

Einband

Taschenbuch

Erscheinungsdatum

26.04.2012

Verlag

Pearson Education Limited

Seitenzahl

192

Maße (L/B/H)

23.4/15.6/1.1 cm

Gewicht

374 g

Auflage

1

Sprache

Englisch

ISBN

978-0-273-75953-9

Beschreibung

Produktdetails

Einband

Taschenbuch

Erscheinungsdatum

26.04.2012

Verlag

Pearson Education Limited

Seitenzahl

192

Maße (L/B/H)

23.4/15.6/1.1 cm

Gewicht

374 g

Auflage

1

Sprache

Englisch

ISBN

978-0-273-75953-9

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  • Produktbild: Financial Times Guide to Business Development, The

  • Contents List

    Introduction

     

    Chapter 1 - The 21 Common Sense Business Development Truths

    1.      Focus On Converting Leads, Not Just Generating Leads

    2.      Exceed Customer Expectations

    3.      Speak To Potential Customers And Clients … And Speak To Them Nicely

    4.      Be Open For Business

    5.      Don’t Let Your Administration Get In The Way

    6.      There’s No Job More Important Than Helping Customers or Clients Part With Their Cash

    7.      Don’t Let Technology Get In The Way

    8.      Quality And Word Of Mouth Counts For Everything

    9.      Actively Strive For Consistency

    10.  Recruitment Is Part Of Business Development

    11.  Keep In Touch With Your Existing Customers And Clients

    12.  Master Social Online Media

    13.  Test Your Ideas, Concepts And Prices

    14.  Plan, But Keep Things Simple

    15.  Take Complaints Seriously

    16.  Make Your Customer Or Client Environment Appropriate

    17.  Train Your People To Spot Opportunities

    18.  Get Out Of Your Office Or Premises And Mix And Mingle

    19.  Find A Niche And Specialise

    20.  Model What Works Best

    21.  Be Squeaky Clean

     

    Chapter 2 - Asking The Right Business Questions: A Toolkit For Business Development

    The 5 Impact Questions

    The 100 Business Development Questions

     

    Chapter 3 - The 20 Business Development Pricing Tools, Truths And Techniques

    1.      Winning Business Is Not The Most Important Thing – Being Profitable Is.

    2.      Price Is A Communications Issue, Not A Financial Or Accounting One.

    3.      Focus On Value And Service And Not Just Price.

    4.      Bundle In And Include As Much As You Can.

    5.      Unbundle And Charge Things Separately.

    6.      Don’t Fall Into The Price Trap.

    7.      Consider Increasing Your Prices.

    8.      Use Division And Comparison.

    9.      Get Others To Justify Your Prices.

    10.  Price With Guarantees.

    11.  Price For Specialisation.

    12.  Price For Profile And Experience.

    13.  Price Based On Feedback And Testing.

    14.  Price For Prestige.

    15.  Price For Know-How.

    16.  Price With The Competition In Mind.

    17.  If You Must Have A Loss Leader, Make It Count.

    18.  Consider Special Deals, Promotions, Sales And Discounts.

    19.  Price For Easy Payment.

    20.  Pricing With Magic Numbers.

     

    Chapter 4 – Introducing The Business Development Priorities

    Priority 1 – Convert Leads, Opportunities And Enquiries Into Profitable Business.

    Priority 2 – Develop More Business From Existing Customers And Clients.

    Priority 3 – Externalise Business Development Efforts To Generate New Opportunities, Leads And Enquiries.

     

     

    Chapter 5 - Priority 1 – Convert Leads, Opportunities And Enquiries Into Profitable Business.

    The 10 Commandments Of Converting Leads And Enquiries.

    The 5 Step Conversion System.

     

    Chapter 6 - Priority 2 – Develop More Business From Existing Customers And Clients.

    The Five Golden Rules:

    Golden Rule 1 – Know Your Customers And Clients.

    Golden Rule 2 &