Duncan Macpherson, David Miller

Breakthrough Business Development (eBook, PDF)

A 90-Day Plan to Build Your Client Base and Take Your Business to the Next Level

• Format: PDF

Produktbeschreibung

Increase Profits, Be more Organized, attract a Higher Quality & Quantity of Referrals, Run Your Business so That It Doesn't Run You, Take Your Business to the Next Level... With Breakthrough Business Development! Breakthrough Business Development shows you how to attract and keep great clients, while running a profitable and efficient business. It helps every knowledge-for-profit professional to maximize your most valuable client relationships, and to develop a personalized business development plan to mine the untapped potential in your business. Praise for the Pareto System, Featured in Breakthrough Business Development. "I am just beside myself on the results gathered so far from instituting the Pareto System. I use an agenda for meetings now and have formulated a standard package given to new clients. Already I have sent out twenty thank-you cards to new referrals. I even got a referral from a referral if that makes sense. Some clients didn't know that I was still expanding my business. I am also finding advocates that I didn't classify as such. Opening twenty accounts in this short time span is amazing but already I have another ten leads in the pipeline. You guys were right, it does work." "We have been building client relationships for 45 years... Pareto Systems successfully helped us to pause and then guided us through the process of defining the appropriate business structure and systems which will strengthen and enhance our best client relationships. We are now focusing on a comprehensive, systematized program for select clients. The results have been amazing-client satisfaction is way up and so are revenues."

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Produktdetails

• Verlag: John Wiley & Sons
• Erscheinungstermin: 22. April 2009
• Englisch
• ISBN-13: 9780470157077
• Artikelnr.: 37290746

Autorenporträt

ABOUT THE AUTHORS DUNCAN MACPHERSON & DAVID MILLER co-founded Pareto Systems in 2000, after a successful multi-year strategic alliance between their two original firms, Duncan MacPherson & Associates and Mindset Systems and Solutions. Duncan has been working closely with entrepreneurs for over 15 years. His previous company provided marketing and business development consulting services, as well as high-level business development seminars, to top business people from a variety of industry sectors. David has been providing tactical practice management consulting services for over 15 years. With an amazing fixation on implementation, David has an unrivalled ability to help entrepreneurs translate time-tested ideas into measurable results. Together, Duncan and David lead a team of professionals at Pareto Systems who help entrepreneurs improve their practice management and business development systems while capitalizing on the Pareto Principle--the 80/20 rule. They are co-creators of the Pareto Platform, an on-demand web-based business development client relationship management (CRM) dashboard. Duncan and David have a track record of showing entrepreneurs how to attract and keep great clients, while running a profitable and efficient business. They travel throughout North America working with corporate clients, and delivering seminars and keynote speeches. Their clients include RBC, Fidelity Investments, Franklin Templeton Investments, Transamerica and Wachovia Securities. For more information, visit: www.paretoplatform.com

Inhaltsangabe

Preface Acknowledgements Chapter 1: The Strategic Planning of Event Design
External Objectives Internal Objectives Day One Client Itinerary Day Two
Client Itinerary Day Three Client Itinerary Day Four Client Itinerary Day
Five Client Itinerary Day Six Client Itinerary Day Seven Client Itinerary
Chapter 2: Preparing the Proposal The Proposal Request The Qualification
Meeting The Proposal Proposal Preparation: The Initial Steps Making Contact
With Key Suppliers Proposal Preparation Chapter 3: The Body of the Proposal
Cover Letter Destination Review Transportation Requirements Hotel
Information Day-by-Day Detailed Itinerary Grid Cost Summary Sheet Detailed
Program Inclusions Program Options and Enhancements Company Profile
References Backup Material Brining It All Together Chapter 4: Management
Fees Four Types of Fees Chapter 5: Contractual Negotiations With Suppliers
Negotiating With Suppliers Chapter 6: Client Contracts The Three Rules of
Contracts Areas Covered in the Client Contract Payment Liability and
Responsibility Dates and Other Details Food and Beverage Hazards Technical
Riders and Other Requirements Doing Your Homework Chapter 7: Safety and
Security Travel Information Checklists for Out of Town Events Ensuring
Client Safety Other Safety Issues New Areas of Consideration for Safety and
Security Chapter 8: Event Planning Technology Tools and Emerging Trends
Event Planning Technology Options Chapter 9: Multicultural and Foreign
Event Planning Local Customs, Protocol and Etiquette Religious Beliefs
Local Cultural and Political Matters Chapter 10: Event and Program Branding
Establishing a Brand The Branded Image Program Branding The Branding
Commitment Protecting the Client's Image and Standards Chapter 11:
Conclusion Appendix Sample Proposal/Senior Management Sample
Proposal/Incentive Sales Group Index