Financial Times Guide to Business Development, The

<p>Contents List</p> <p>Introduction</p> <p>&nbsp;</p> <p>Chapter 1 - The 21 Common Sense Business Development Truths</p> <p>1.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Focus On Converting Leads, Not Just Generating Leads</p> <p>2.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Exceed Customer Expectations</p> <p>3.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Speak To Potential Customers And Clients … And Speak To Them Nicely</p> <p>4.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Be Open For Business</p> <p>5.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Don’t Let Your Administration Get In The Way</p> <p>6.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; There’s No Job More Important Than Helping Customers or Clients Part With Their Cash</p> <p>7.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Don’t Let Technology Get In The Way</p> <p>8.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Quality And Word Of Mouth Counts For Everything</p> <p>9.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Actively Strive For Consistency</p> <p>10.&nbsp; Recruitment Is Part Of Business Development</p> <p>11.&nbsp; Keep In Touch With Your Existing Customers And Clients</p> <p>12.&nbsp; Master Social Online Media</p> <p>13.&nbsp; Test Your Ideas, Concepts And Prices</p> <p>14.&nbsp; Plan, But Keep Things Simple</p> <p>15.&nbsp; Take Complaints Seriously</p> <p>16.&nbsp; Make Your Customer Or Client Environment Appropriate</p> <p>17.&nbsp; Train Your People To Spot Opportunities</p> <p>18.&nbsp; Get Out Of Your Office Or Premises And Mix And Mingle</p> <p>19.&nbsp; Find A Niche And Specialise</p> <p>20.&nbsp; Model What Works Best</p> <p>21.&nbsp; Be Squeaky Clean</p> <p>&nbsp;</p> <p>Chapter 2 - Asking The Right Business Questions: A Toolkit For Business Development</p> <p>The 5 Impact Questions</p> <p>The 100 Business Development Questions</p> <p>&nbsp;</p> <p>Chapter 3 - The 20 Business Development Pricing Tools, Truths And Techniques</p> <p>1.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Winning Business Is Not The Most Important Thing – Being Profitable Is.</p> <p>2.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Price Is A Communications Issue, Not A Financial Or Accounting One.</p> <p>3.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Focus On Value And Service And Not Just Price.</p> <p>4.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Bundle In And Include As Much As You Can.</p> <p>5.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Unbundle And Charge Things Separately.</p> <p>6.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Don’t Fall Into The Price Trap.</p> <p>7.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Consider Increasing Your Prices.</p> <p>8.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Use Division And Comparison.</p> <p>9.&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Get Others To Justify Your Prices.</p> <p>10.&nbsp; Price With Guarantees.</p> <p>11.&nbsp; Price For Specialisation.</p> <p>12.&nbsp; Price For Profile And Experience.</p> <p>13.&nbsp; Price Based On Feedback And Testing.</p> <p>14.&nbsp; Price For Prestige.</p> <p>15.&nbsp; Price For Know-How.</p> <p>16.&nbsp; Price With The Competition In Mind.</p> <p>17.&nbsp; If You Must Have A Loss Leader, Make It Count.</p> <p>18.&nbsp; Consider Special Deals, Promotions, Sales And Discounts.</p> <p>19.&nbsp; Price For Easy Payment.</p> <p>20.&nbsp; Pricing With Magic Numbers.</p> <p>&nbsp;</p> <p>Chapter 4 – Introducing The Business Development Priorities</p> <p>Priority 1 – Convert Leads, Opportunities And Enquiries Into Profitable Business.</p> <p>Priority 2 – Develop More Business From Existing Customers And Clients.</p> <p>Priority 3 – Externalise Business Development Efforts To Generate New Opportunities, Leads And Enquiries.</p> <p>&nbsp;</p> <p>&nbsp;</p> <p>Chapter 5 - Priority 1 – Convert Leads, Opportunities And Enquiries Into Profitable Business.</p> <p>The 10 Commandments Of Converting Leads And Enquiries.</p> <p>The 5 Step Conversion System.</p> <p>&nbsp;</p> <p>Chapter 6 - Priority 2 – Develop More Business From Existing Customers And Clients.</p> <p>The Five Golden Rules:</p> <p>Golden Rule 1 – Know Your Customers And Clients.</p> <p>Golden Rule 2 &amp;</p>