Detalles MARC
| 000 -LEADER |
|---|
| fixed length control field |
05033nam a22005173i 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
EBC939383 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
MiAaPQ |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20221202143211.0 |
| 006 - FIXED-LENGTH DATA ELEMENTS--ADDITIONAL MATERIAL CHARACTERISTICS |
|---|
| fixed length control field |
m o d | |
| 007 - PHYSICAL DESCRIPTION FIXED FIELD--GENERAL INFORMATION |
|---|
| fixed length control field |
cr cnu|||||||| |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
211129s2012 xx o ||||0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780749466541 |
| Qualifying information |
(electronic bk.) |
|
|---|
| Canceled/invalid ISBN |
9780749466534 |
| 035 ## - |
|---|
| System control number |
(MiAaPQ)EBC939383 |
|
|---|
| System control number |
(Au-PeEL)EBL939383 |
|
|---|
| System control number |
(CaPaEBR)ebr10632691 |
|
|---|
| System control number |
(CaONFJC)MIL414952 |
|
|---|
| System control number |
(OCoLC)819609476 |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
MiAaPQ |
| Language of cataloging |
eng |
| Description conventions |
rda |
| -- |
pn |
| Transcribing agency |
MiAaPQ |
| Modifying agency |
MiAaPQ |
| 050 #4 - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HD8038 .A1 |
| Item number |
N49 2012 |
| 082 0# - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Newton, Stephen. |
| Relator term |
author |
| 245 14 - TITLE STATEMENT |
|---|
| Title |
The Professional's Guide to Business Development : |
| Remainder of title |
How to Win Business in the Professional Services / |
| Statement of responsibility, etc. |
Stephen Newton. |
| 250 ## - EDITION STATEMENT |
|---|
| Edition statement |
First edition |
| 264 #1 - |
|---|
| Place of production, publication, distribution, manufacture |
London : |
| Name of producer, publisher, distributor, manufacturer |
Kogan Page, Limited, |
| Date of production, publication, distribution, manufacture, or copyright notice |
2012. |
|
|---|
| Date of production, publication, distribution, manufacture, or copyright notice |
©2013. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
1 online resource (200 pages) |
| 336 ## - CONTENT TYPE |
|---|
| Content type term |
text |
| Content type code |
txt |
| Source |
rdacontent |
| 337 ## - MEDIA TYPE |
|---|
| Media type term |
computer |
| Media type code |
c |
| Source |
rdamedia |
| 338 ## - CARRIER TYPE |
|---|
| Carrier type term |
online resource |
| Carrier type code |
cr |
| Source |
rdacarrier |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
Introduction -- 01 Choosing your ground -- New business versus business development -- Where are you? -- Assessing the data -- 02 In a perfect world ... -- The 'perfect' client firm -- How does the client see you? -- 03 Locating your perfect clients -- Cultural fit - why it matters -- The sniper rifle approach -- Technology: a side note -- Being visible -- 04 Your brand: development and management -- What is a brand? -- The brand is you... -- Building your brand statement -- Hot buttons to brand promises -- Your role and the value in resolving pain or delivering dreams -- Linking brand promise and value delivery -- Brand and culture: similar but not the same -- Your USP -- Bringing it all together -- 05 Conversation is the new PowerPoint® -- Perceptions are critical and real (even if they may be incorrect) -- Conversation versus presentation -- Conversational tools -- The new PowerPoint® -- 06 The wiring diagram of the client firm: seeing the influence connections -- The primary buyer with the NABAC -- The various buying roles -- Mapping the client firm: a process -- Questions to clarify roles -- What drives the client? -- 07 Maximizing success in your meetings -- Meetings in general -- Avoiding problems with meetings -- Writing great proposals -- 08 Managing your delivery and the client's expectations -- Quality assurance (QA) -- Delivery, client ownership and CRM -- After-action reports and feedback loops -- Milestones -- Pulling the plug -- 09 Winning referrals and repeat business -- Five referral errors - and how to avoid them -- Internal versus external referrals -- Repeat business -- Planning and process -- Strategic account leadership (SAL) -- 10 Building systems into your business -- Business organization -- Checklists -- Time allocation -- Client relationships and contacts. |
|
|---|
| Formatted contents note |
Corporate knowledge and documents -- Why bother with systems? -- 11 Putting it all together: a one-month implementation plan -- Action plan overview -- Action plan to-do list and timings -- Mapping things out -- The right people -- And finally... -- Further reading -- Resources -- Index. |
| 520 ## - SUMMARY, ETC. |
|---|
| Summary, etc. |
When buying professional services, most clients will assume that you are competent in your field. They are therefore not hiring you primarily on the basis of your expertise, but on factors such as price and whether they want to do business with you. To minimize the issue of cost, you need to ensure that the benefits of working with you are clear to your customers. You need to move from transactional relationships towards partnership ones, and you need to identify the right prospects in the first place. The ability to ascertain, quickly and accurately, what drives your customer's decisions and to respond to their needs is critical in differentiating you from your competitors. If you can do these things well, you will win more business from both new and existing clients. This book gives you a repeatable and scalable methodology to achieve this. |
| 588 ## - |
|---|
| Source of description note |
Description based on publisher supplied metadata and other sources. |
| 590 ## - LOCAL NOTE (RLIN) |
|---|
| Local note |
Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2021. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Branding (Marketing). |
|
|---|
| Topical term or geographic name entry element |
Professions. |
|
|---|
| Topical term or geographic name entry element |
Small business |
| 9 (RLIN) |
171102 |
| General subdivision |
Management. |
|
|---|
| Topical term or geographic name entry element |
Success in business. |
| 655 #4 - |
|---|
| Genre/form data or focus term |
Electronic books. |
| 776 08 - |
|---|
| Relationship information |
Print version: |
| Main entry heading |
Newton, Stephen |
| Title |
The Professional's Guide to Business Development |
| Place, publisher, and date of publication |
London : Kogan Page, Limited,c2012 |
| International Standard Book Number |
9780749466534 |
| 797 2# - |
|---|
| Corporate name or jurisdiction name as entry element |
ProQuest (Firm) |
| 856 ## - |
|---|
| Uniform Resource Identifier |
https://login.ezproxy.pucpr.edu/login?url=https://ebookcentral.proquest.com/lib/pucpr-ebooks/detail.action?docID=939383 |
| Link text |
Acceso Remoto |
|
|---|
| Uniform Resource Identifier |
https://ebookcentral.proquest.com/lib/pucpr-ebooks/detail.action?docID=939383 |
| Link text |
Acceso en el Campus PUCPR |
| 942 ## - |
|---|
| Source of classification or shelving scheme |
Library of Congress Classification |
| Koha item type |
Libro electrónico |