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E-raamat: Breakthrough Business Development: A 90-Day Plan to Build Your Client Base and Take Your Business to the Next Level

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  • Formaat: EPUB+DRM
  • Ilmumisaeg: 19-Mar-2010
  • Kirjastus: John Wiley & Sons Inc
  • Keel: eng
  • ISBN-13: 9780470739976
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Breakthrough Business Development: A 90-Day Plan to Build Your Client Base and Take Your Business to the Next LevelSuurem pilt
  • Formaat: EPUB+DRM
  • Ilmumisaeg: 19-Mar-2010
  • Kirjastus: John Wiley & Sons Inc
  • Keel: eng
  • ISBN-13: 9780470739976
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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."
Preface xv
Acknowledgments xix
Introduction: Overview of Our STAR Business Planning Process 1(1)
The S in STAR is the strategic analysis
2(1)
The T stands for targets and goals
2(1)
The heavy work begins with the A in STAR---activities!
3(1)
The R is the reality check
3(4)
PART 1: Strategic Analysis (Weeks 1-4)
7(54)
Your Untapped Opportunities
9(4)
Identify and Take Advantage
11(2)
Marketing Pillars and the Loyalty Ladder
13(12)
Identify Your MVPs
15(2)
The Law of Attraction
17(2)
Advocates: The Ultimate Clients
19(1)
Moving Up the Ladder
20(1)
Position Advocacy as a Benefit to Clients, Not to You
21(4)
Your Overlooked Vulnerabilities
25(8)
The Importance of Organization and Structure
26(1)
Mistaking Motion for Action
27(1)
Systems Create Success
28(5)
The Creation and Benefits of a Procedures Manual
33(8)
The Four Cs of Advocacy
36(5)
Client Classification and Triple-A---An Ideal Client Profile
41(10)
Getting Started
43(4)
The first A of the Ideal Client Profile is simple---action
43(1)
The second A is attitude
44(1)
The third A is advocacy
44(3)
The Upside to Rightsizing
47(1)
Respectful Disassociation
48(3)
Build Client Chemistry with FORM
51(10)
These Fundamental Strategies Make This Approach Effective
56(1)
Get On It!
57(4)
Family
58(1)
Occupation
58(1)
Recreation
59(1)
Message
59(2)
PART 2: Targets and Goals (Week 4)
61(10)
Success Is Achieved by Design, Not by Chance
63(8)
Goals Are the Why Strategy Is the How
65(2)
Something to Think About
67(4)
PART 3: Activities: Your Business Development Actions (Weeks 5-12)
71(114)
Establish a Client-Centered Code of Conduct Using DART
73(6)
Deserve
79(10)
Create a Client Service Matrix
83(2)
Stir the Pot with a Ninety-Day Call Rotation
85(4)
Ask
89(40)
Asking Starts the Receiving Process
89(4)
Ask People to Move Up Your Loyalty Ladder
93(3)
Step 1: Always Use an Agenda
96(1)
Step 2: Have No Hidden Agenda
96(3)
Scarcity Creates Abundance
99(4)
Converting Customers into Fully Empowering Clients
103(1)
Being Forthright Is Refreshing---for Everyone!
104(1)
Full Disclosure Lights the Path
105(2)
Is It Too Little, Too Late to Use Full Disclosure with Existing Customers?
107(3)
Making Exceptions: The Slippery Slope
110(2)
Attracting a Higher Quality and Quantity of Referrals
112(1)
What Is Undermining Your Refer-ability?
113(2)
The Advocate Referral Process
115(3)
Train Your Clients to Reach Out to You
118(7)
Referral Checklist
120(3)
P.S.---Letters to Clients Are Great as Referral Reminders
123(2)
Frame Your Way to Success
125(4)
Reciprocate
129(12)
Create Promotional Partnerships and Strategic Alliances
129(5)
A Great and Supportive CAST
131(3)
Launching the CAST Initiative
134(3)
It Is Worth the Effort
137(4)
Thank
141(14)
When Someone Becomes a New Client
141(2)
The Five-Step New Client Welcome Process
143(3)
Saying Thanks for a Referral: Feed the Goose
146(1)
Good Branding Is Outstanding
147(2)
Establish a Foundation
147(1)
Milestone Recognition
148(1)
Improving Communication Is Key
149(2)
A Final Word Before We Shift from Client-Centered Marketing to Prospecting
151(2)
Shameless Plug for the Pareto Platform
153(2)
Prospect Target Marketing
155(30)
On to Prospecting
157(1)
Avoid Spray-and-Pray Marketing
157(2)
Specialize, Don't Generalize
159(2)
An Insider's Reputation Makes you Stand Out from the Pack
161(2)
So You've Decided to Specialize... Now What?
163(1)
Converting Prospects to Clients with AICA
164(4)
The First A in AICA Stands for Attention
164(2)
The I in AICA Stands for Interest
166(1)
The C in AICA Stands for Confidence
167(1)
The Last A in AICA Stands for Action
168(1)
Give Them Something Meaningful to Ask For
168(1)
Give Prospects a Bridge to Cross
169(2)
DRIP On Them
171(4)
The D in DRIP Stands for Discipline
172(1)
The R in DRIP Stands for Respect
172(1)
The I in DRIP Stands for Inform
173(1)
The P in DRIP Stands for Persist
174(1)
Additional Points to Consider
175(1)
Four Marketing ``Don'ts''
176(1)
The Moment of Truth: The Prospect Opts In!
177(2)
Additional Prospecting Concepts
179(4)
The Telephone
179(1)
Seminars
180(1)
Trade Shows
181(1)
Print Advertising
182(1)
Shifting Gears
183(2)
PART 4: Reality Check (Week 12)
185(20)
Holding Yourself Accountable
187(18)
Don't Let Your Intent Diminish
188(1)
The Qualities of Success
188(1)
B.R.E.A.K.T.H.R.O.U.G.H. to the Next Level
189(13)
Belief
189(2)
Responsibility
191(1)
Empowering
192(1)
Asking
193(1)
Knowledge
194(2)
Time Management
196(1)
Humility
197(1)
Reciprocity
198(1)
On Purpose
199(1)
Urgency
200(1)
Gratitude
200(1)
Honesty
201(1)
All Systems Go!
202(3)
Actionable Templates Archived on www.paretoplatform.com
205(2)
About Pareto Systems Customized Coaching and Consulting Services
207(2)
Have You Hit a Plateau with Your Business?
207(2)
Pareto Platform Spotlight
209(2)
Pareto Platform---Proven Strategies from $45.00 Monthly
210(1)
Pareto Platform---Client Relationship Manager (CRM) from $95.00 Monthly
210(1)
A Call to Action for Coaches
211(2)
Looking for Help with Implementation?
213(2)
Let the Pareto Platform Team Help You Implement All Seventeen Actionable Strategies in this Book Using Our Virtual Bootcamp!
213(2)
Index 215


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 Principlethe 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
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