000			05033nam a22005173i 4500
001			EBC939383
003			MiAaPQ
005			20221202143211.0
006			m o d |
007			cr cnu||||||||
008			211129s2012 xx o ||||0 eng d
020			_a9780749466541 _q(electronic bk.)
020			_z9780749466534
035			_a(MiAaPQ)EBC939383
035			_a(Au-PeEL)EBL939383
035			_a(CaPaEBR)ebr10632691
035			_a(CaONFJC)MIL414952
035			_a(OCoLC)819609476
040			_aMiAaPQ _beng _erda _epn _cMiAaPQ _dMiAaPQ
050		4	_aHD8038 .A1 _bN49 2012
082	0		_a658
100	1		_aNewton, Stephen. _eauthor
245	1	4	_aThe Professional's Guide to Business Development : _bHow to Win Business in the Professional Services / _cStephen Newton.
250			_aFirst edition
264		1	_aLondon : _bKogan Page, Limited, _c2012.
264		4	_c©2013.
300			_a1 online resource (200 pages)
336			_atext _btxt _2rdacontent
337			_acomputer _bc _2rdamedia
338			_aonline resource _bcr _2rdacarrier
505	0		_aIntroduction -- 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.
505	8		_aCorporate 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			_aWhen 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			_aDescription based on publisher supplied metadata and other sources.
590			_aElectronic 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	_aBranding (Marketing).
650		0	_aProfessions.
650		0	_aSmall business _9171102 _xManagement.
650		0	_aSuccess in business.
655		4	_aElectronic books.
776	0	8	_iPrint version: _aNewton, Stephen _tThe Professional's Guide to Business Development _dLondon : Kogan Page, Limited,c2012 _z9780749466534
797	2		_aProQuest (Firm)
856			_uhttps://login.ezproxy.pucpr.edu/login?url=https://ebookcentral.proquest.com/lib/pucpr-ebooks/detail.action?docID=939383 _yAcceso Remoto
856	4	0	_uhttps://ebookcentral.proquest.com/lib/pucpr-ebooks/detail.action?docID=939383 _yAcceso en el Campus PUCPR
942			_2lcc _c7
999			_c296882 _d296882