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With over 650 tips, tactics, techniques and thought provoking business questions, The Financial Times Guide to New Business Development is the authoritative, down-to-earth guide to attracting more customers and clients, getting them to pay the prices you want and influencing them to recommend others to buy from you as well.

What do we have to do to be more successful?
How do we attract new customers and clients?
How do we work more effectively with the customers or clients we already have?
How do we generate more profit?

By the time you have read and digested the 650+ tips, tools, techniques and strategic questions in this book you will have the answers to all of these questions. You will also know what to do to get bigger and better results.

“I am 100% confident that you will find the book engaging, provocative and informative and that, if you follow the steps, you will automatically experience massive improvements in your business development results.” – Ian Cooper

Shortlisted for the Innovation and Entrepreneurship category in the 2012 Chartered Management Institute's Management Book of the Year Awards.

Ian Cooper is one of Europe’s most experienced business development consultants, presenters and skills trainers. He is also one of the world’s leading advisors specialising in business development within the professional services sector. He has advised and helped over 800 organisations of all sizes over 27 years to attract and win huge amounts of business. Ian is also a successful entrepreneur in his own right having started, developed and run several business ventures. An experienced author, Ian has written and contributed to over 10 books, on a range of topics.

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 – Keep Your Customers And Clients Happy.

Golden Rule 3 – Keep In Touch With Customers And Clients

Golden Rule 4 – Offer Additional Products And Services.

Golden Rule 5 – Get Customers And Clients To Give You Referrals And Recommendations.

Chapter 7 - Priority 3 – Externalise Business Development Efforts To Generate New Opportunities, Leads And Enquiries.

The Common Sense Guide To Developing Your Business Online.

14 Ways To Develop Your Business Through Joint Ventures And Collaboration.

How To Win In Competitive Situations.

Brand Your Way To Business Development Success.

Direct Targeting By Telephone

Chapter 8 - Personal Performance Business Development Skills

Sales Skills – 9 Key Tips

Writing Skills – 8 Important Rules

Conversational Networking Skills – 8 Key Issues

Presentation Skills – 10 Golden Rules

Negotiation Skills – 10 Golden Rules

Time Management Skills – 8 Important Tips

Chapter 9 – Pulling It Altogether … Making It Happen

Beware Of Planning Madness

Know What To Do First

Create Some ‘Have To’ Targets

Hit Your Targets By Working Backwards

Provide Strong Leadership

Stop Putting Things Off

Conclusion

Index

What is included with this book?

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Financial Times Guide to Business Development How to Win Profitable Customers and Clients

Financial Times Guide to Business Development How to Win Profitable Customers and Clients

0273759531

Summary

Author Biography

Table of Contents

Supplemental Materials

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