{"product_id":"business-development-for-dummies","title":"Business Development For Dummies","description":"\u003csection class=\"page-section product-long-description\" id=\"description-section\"\u003e\n\u003cdiv class=\"description\"\u003e\n\u003cb\u003eGrowing a small business requires more than just sales\u003c\/b\u003e\n\u003cp\u003e\u003ci\u003eBusiness Development For Dummies\u003c\/i\u003e\u003cspan\u003e \u003c\/span\u003ehelps maximise the growth of small- or medium-sized businesses, with a step-by-step model for business development designed specifically for B2B or B2C service firms. By mapping business development to customer life cycle, this book helps owners and managers ensure a focus on growth through effective customer nurturing and management. It's not just sales! In-depth coverage also includes strategy, marketing, client management, and partnerships\/alliances, helping you develop robust business practices that can be used every day. You'll learn how to structure, organise, and execute an effective development plan, with step-by-step expert guidance.\u003c\/p\u003e\n\u003cp\u003eRealising that you can't just \"hire a sales guy\" and expect immediate results is one of the toughest lessons small business CEOs have to learn. Developing a business is about more than just gaining customers – it's about integrating every facet of your business in an overarching strategy that continually works toward growth.\u003cspan\u003e \u003c\/span\u003e\u003ci\u003eBusiness Development For Dummies\u003c\/i\u003e\u003cspan\u003e \u003c\/span\u003eprovides a model, and teaches you what you need to know to make it work for your business.\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003eLearn the core concepts of business development, and how it differs from sales\u003c\/li\u003e\n\u003cli\u003eBuild a practical, step-by-step business development strategy\u003c\/li\u003e\n\u003cli\u003eIncorporate marketing, sales, and customer management in general planning\u003c\/li\u003e\n\u003cli\u003eDevelop and implement a growth-enhancing partnership strategy\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003eRecognising that business development is much more than just sales is the first important step to sustained growth. Development should be daily – not just when business starts to tail off, or you fall into a cycle of growth and regression. Plan for growth, and make it stick –\u003cspan\u003e \u003c\/span\u003e\u003ci\u003eBusiness Development For Dummies\u003c\/i\u003e\u003cspan\u003e \u003c\/span\u003eshows you how.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/section\u003e\n\u003csection class=\"page-section section-author-wr\" id=\"author-section\"\u003e\n\u003cdiv class=\"page-section-content section-author\"\u003e\n\u003ch2 class=\"section-title collapsed\" data-target=\"#author-section-item\" data-toggle=\"collapse\"\u003eABOUT THE AUTHOR\u003c\/h2\u003e\n\u003cdiv class=\"collapse\" id=\"author-section-item\"\u003e\n\u003cp\u003e\u003cb\u003eAnna Kennedy (Pasadena, CA)\u003c\/b\u003e\u003cspan\u003e \u003c\/span\u003ehas almost twenty years’ experience in business development and leadership with small\/medium professional services companies. She has on the ground experience in growing organizations - most recently in her own company, Rain Makers. Her unique approach to business development is specially designed for small\/medium businesses.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/section\u003e\n\u003csection class=\"page-section\" id=\"content-section\"\u003e\n\u003cdiv class=\"page-section-content\"\u003e\n\u003ch2 class=\"section-title collapsed\" data-target=\"#content-section-item\" data-toggle=\"collapse\"\u003eTABLE OF CONTENTS\u003c\/h2\u003e\n\u003cdiv class=\"collapse\" id=\"content-section-item\"\u003e\n\u003cp\u003eIntroduction 1\u003c\/p\u003e\n\u003cp\u003eAbout This Book 1\u003c\/p\u003e\n\u003cp\u003eFoolish Assumptions 2\u003c\/p\u003e\n\u003cp\u003eIcons Used in This Book 3\u003c\/p\u003e\n\u003cp\u003eBeyond the Book 4\u003c\/p\u003e\n\u003cp\u003eWhere to Go from Here 4\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003ePart I: Getting Started with Business Development 5\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 1: Introducing Business Development for Services Firms 7\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003eAnswering the Question: So What Is Business Development Anyway? 7\u003c\/p\u003e\n\u003cp\u003eRecognizing that business is a serious business 8\u003c\/p\u003e\n\u003cp\u003eUnderstanding how business development differs from selling 9\u003c\/p\u003e\n\u003cp\u003eBreaking business development into bite-sized chunks 11\u003c\/p\u003e\n\u003cp\u003ePlacing the Customer Experience Center Stage 12\u003c\/p\u003e\n\u003cp\u003eDeconstructing the customer lifecycle 13\u003c\/p\u003e\n\u003cp\u003eMapping business development to the customer lifecycle 14\u003c\/p\u003e\n\u003cp\u003eMaking Business Development Manageable in a Small Business 14\u003c\/p\u003e\n\u003cp\u003eDealing with overwhelm 14\u003c\/p\u003e\n\u003cp\u003eAnticipating growth and its impact on your business 15\u003c\/p\u003e\n\u003cp\u003eTaking stock of where you are 16\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 2: Finding Damaging Gaps in Your Business Development 19\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003eSpotting Patchy Business Development 20\u003c\/p\u003e\n\u003cp\u003eRecognizing the tell-tale signs of weak business development 20\u003c\/p\u003e\n\u003cp\u003eLooking for the obvious and the not-so-obvious problems 21\u003c\/p\u003e\n\u003cp\u003eThinking like your customers 23\u003c\/p\u003e\n\u003cp\u003eUnderstanding Business Development Challenges for Services Firms 25\u003c\/p\u003e\n\u003cp\u003eIdentifying value in a services firm 25\u003c\/p\u003e\n\u003cp\u003e‘You’re the top!’ The owner-led sale 26\u003c\/p\u003e\n\u003cp\u003eBeing proactive rather than reactive 27\u003c\/p\u003e\n\u003cp\u003eTaking Stock of Where You Are 30\u003c\/p\u003e\n\u003cp\u003eWhat you’re not doing – and being okay with it 30\u003c\/p\u003e\n\u003cp\u003eIt’s a numbers game: How’s your firm really doing? 32\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 3: Diving Inside Your Customer’s Head 33\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003eUncovering Your Customers’ Real Needs 34\u003c\/p\u003e\n\u003cp\u003eUnderstanding what customers need today and whether they know it 36\u003c\/p\u003e\n\u003cp\u003eStaying current with your customers’ needs 37\u003c\/p\u003e\n\u003cp\u003ePowering Growth Using Your Customer’s Viewpoint 39\u003c\/p\u003e\n\u003cp\u003eFocusing on your customer: Why you should care 39\u003c\/p\u003e\n\u003cp\u003eMapping your customer’s journey 42\u003c\/p\u003e\n\u003cp\u003eTailoring your solution to your customer’s need (not vice versa) 46\u003c\/p\u003e\n\u003cp\u003eUsing influence to get the outcome you want 48\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 4: Using the Lifecycle to Your Advantage 51\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003eClarifying Precisely What You’re Selling — and How 52\u003c\/p\u003e\n\u003cp\u003eBeing in control 52\u003c\/p\u003e\n\u003cp\u003eKeeping your offer fresh 55\u003c\/p\u003e\n\u003cp\u003eInvesting to stay up-to-date 58\u003c\/p\u003e\n\u003cp\u003eCreating the customer experience 59\u003c\/p\u003e\n\u003cp\u003eConsidering the Pre-Sales Stage 62\u003c\/p\u003e\n\u003cp\u003eSelling without looking like you’re selling 62\u003c\/p\u003e\n\u003cp\u003eDating the customer: EDUCATE stage 62\u003c\/p\u003e\n\u003cp\u003eCourting and proposing: PRESENT and PROPOSE stages 65\u003c\/p\u003e\n\u003cp\u003eConfronting reality: CONTRACT stage 66\u003c\/p\u003e\n\u003cp\u003eHandling the After-the-Sale Process 67\u003c\/p\u003e\n\u003cp\u003eMoving from ‘Yes’ to ‘Done’: DELIVER stage 67\u003c\/p\u003e\n\u003cp\u003eWrapping up delivery: COMPLETE and EVALUATE stages 68\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003ePart II: Planning for Business Development 71\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 5: Getting Ready for Business Development 73\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003eDeveloping an Offer that Sells 73\u003c\/p\u003e\n\u003cp\u003eEnsuring that you’re giving the market what it needs 75\u003c\/p\u003e\n\u003cp\u003eMaking your specialty really valuable 78\u003c\/p\u003e\n\u003cp\u003eAssessing your competition 80\u003c\/p\u003e\n\u003cp\u003eAccepting that the grass isn’t always greener 81\u003c\/p\u003e\n\u003cp\u003eDeveloping focus – or it’s all over 83\u003c\/p\u003e\n\u003cp\u003e‘Really? You do that?’ Articulating your offer 83\u003c\/p\u003e\n\u003cp\u003ePresenting Your Offer 84\u003c\/p\u003e\n\u003cp\u003eFinding your customer 84\u003c\/p\u003e\n\u003cp\u003e‘Tell me what you want, what you really, really want’ 85\u003c\/p\u003e\n\u003cp\u003eWho drives the customer? Engaging effectively 87\u003c\/p\u003e\n\u003cp\u003eGetting to the sale 88\u003c\/p\u003e\n\u003cp\u003eBuilding your contract process 89\u003c\/p\u003e\n\u003cp\u003eContinuing Your Great Work beyond the Sale 89\u003c\/p\u003e\n\u003cp\u003eUnderstanding the importance of relationships 89\u003c\/p\u003e\n\u003cp\u003eCompleting the work 91\u003c\/p\u003e\n\u003cp\u003eLearning from Your Customers 92\u003c\/p\u003e\n\u003cp\u003eGathering intelligence: The importance of data 93\u003c\/p\u003e\n\u003cp\u003eEvaluating your offer 94\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 6: Building Your Business Development Plan 97\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003ePlanning for Business Development Success 98\u003c\/p\u003e\n\u003cp\u003eWinging business development doesn’t work 98\u003c\/p\u003e\n\u003cp\u003eKnowing where you’re going 99\u003c\/p\u003e\n\u003cp\u003eCreating Your Winning Plan 100\u003c\/p\u003e\n\u003cp\u003eChoosing where to start planning 101\u003c\/p\u003e\n\u003cp\u003eWorking on metrics 108\u003c\/p\u003e\n\u003cp\u003eComponents of your plan: Creating the blueprint 110\u003c\/p\u003e\n\u003cp\u003eMonitoring progress 113\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 7: Putting Your Plan into Action 115\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003eChecking Your Plan before Lift-off 116\u003c\/p\u003e\n\u003cp\u003eSetting milestones, tactics and metrics 116\u003c\/p\u003e\n\u003cp\u003eIdentifying initial tasks 121\u003c\/p\u003e\n\u003cp\u003eCalling on helpers 122\u003c\/p\u003e\n\u003cp\u003eDetermining your investment 125\u003c\/p\u003e\n\u003cp\u003eLift-Off! Launching Your Plan 125\u003c\/p\u003e\n\u003cp\u003eCommunicating your plan internally 126\u003c\/p\u003e\n\u003cp\u003eEnrolling ‘friends’ 127\u003c\/p\u003e\n\u003cp\u003eMaking use of friendly feedback 128\u003c\/p\u003e\n\u003cp\u003eGetting the team going 130\u003c\/p\u003e\n\u003cp\u003eConsidering a few final thoughts as the plan takes off 131\u003c\/p\u003e\n\u003cp\u003eManaging Risk while Implementing Your Plan 132\u003c\/p\u003e\n\u003cp\u003eThinking the unthinkable: What can possibly go wrong? 132\u003c\/p\u003e\n\u003cp\u003eDealing with large challenges 133\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003ePart III: Making the Most of Marketing 135\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 8: Appreciating the Benefits of Marketing for Your Business 137\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003eWorking Together in Harmony: Marketing and Sales 138\u003c\/p\u003e\n\u003cp\u003eEnjoying the perfect relationship (not!): Marketing and sales 139\u003c\/p\u003e\n\u003cp\u003eMaking your marketing sales-oriented 140\u003c\/p\u003e\n\u003cp\u003eSetting Out Your Stall: Marketing for Services Firms 144\u003c\/p\u003e\n\u003cp\u003eSelecting the best marketing techniques for you 145\u003c\/p\u003e\n\u003cp\u003eEnergizing your team 146\u003c\/p\u003e\n\u003cp\u003eUsing your network 148\u003c\/p\u003e\n\u003cp\u003eForming partnerships and alliances 149\u003c\/p\u003e\n\u003cp\u003eUnderstanding technology and the online dimension 150\u003c\/p\u003e\n\u003cp\u003eFinding some quick wins in marketing 152\u003c\/p\u003e\n\u003cp\u003eDeciding whether Your Firm Needs Branding 154\u003c\/p\u003e\n\u003cp\u003eUnderstanding the importance of brands 154\u003c\/p\u003e\n\u003cp\u003eIdentifying yourself with a brand 155\u003c\/p\u003e\n\u003cp\u003eMarketing your brand 155\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 9: Driving Sales Success with Effective Marketing 157\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003eRevving up the Marketing Engine 158\u003c\/p\u003e\n\u003cp\u003eAppreciating the differences between sales and marketing 159\u003c\/p\u003e\n\u003cp\u003eEnsuring that marketing drives results 160\u003c\/p\u003e\n\u003cp\u003eTuning up the marketing engine 162\u003c\/p\u003e\n\u003cp\u003eCarrying out the hard work of marketing 165\u003c\/p\u003e\n\u003cp\u003eSetting Accountabilities between Sales and Marketing 166\u003c\/p\u003e\n\u003cp\u003eWhat am I striving for? Establishing the goal 167\u003c\/p\u003e\n\u003cp\u003e‘How will I know that marketing is achieving its goals?’ Measuring marketing 168\u003c\/p\u003e\n\u003cp\u003eEnsuring that Marketing Generates Interest 170\u003c\/p\u003e\n\u003cp\u003e‘Hey, we’re over here!’ Getting attention 170\u003c\/p\u003e\n\u003cp\u003e‘Over to you!’ Timing lead handover correctly 172\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 10: Creating Your Marketing Plan 175\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003ePreparing To Market Your Business 175\u003c\/p\u003e\n\u003cp\u003eDefining your plan 176\u003c\/p\u003e\n\u003cp\u003eResearching marketing opportunities 177\u003c\/p\u003e\n\u003cp\u003eChoosing your channels 179\u003c\/p\u003e\n\u003cp\u003eBrainstorming your tactics 182\u003c\/p\u003e\n\u003cp\u003ePutting Marketing into Practice 186\u003c\/p\u003e\n\u003cp\u003eCreating your marketing programs 186\u003c\/p\u003e\n\u003cp\u003eCreating your marketing calendar 192\u003c\/p\u003e\n\u003cp\u003eCreating and managing collateral and content 194\u003c\/p\u003e\n\u003cp\u003eMaking the Most of Your Resources 196\u003c\/p\u003e\n\u003cp\u003eBreaking the plan down to decide on resources 196\u003c\/p\u003e\n\u003cp\u003eSatisfying marketing’s appetite: Who does the marketing? 197\u003c\/p\u003e\n\u003cp\u003eMaking marketing accountable 198\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 11: Automating Marketing – More Leads with Less Effort 199\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003eIntroducing the Automated Demand Generation Game 200\u003c\/p\u003e\n\u003cp\u003eUnderstanding the buyer’s journey 201\u003c\/p\u003e\n\u003cp\u003eProviding insights for your prospective customers 202\u003c\/p\u003e\n\u003cp\u003eAttracting an audience 202\u003c\/p\u003e\n\u003cp\u003eAsking whether Demand Generation Is Right for You 203\u003c\/p\u003e\n\u003cp\u003eDeciding when to consider automated demand generation 203\u003c\/p\u003e\n\u003cp\u003eGathering the required resources 205\u003c\/p\u003e\n\u003cp\u003eAdding Automation to Your Marketing Armory 206\u003c\/p\u003e\n\u003cp\u003eChoosing your infrastructure tools 207\u003c\/p\u003e\n\u003cp\u003eBuilding your database 210\u003c\/p\u003e\n\u003cp\u003eDesigning demand generation programs 212\u003c\/p\u003e\n\u003cp\u003eTesting and evaluating your programs 216\u003c\/p\u003e\n\u003cp\u003eMaking the phone ring 218\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 12: Forming a Winning Team: Marketing and Sales Cohesion 221\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003e‘We Can Work It Out’: Sales and Marketing Join Forces 221\u003c\/p\u003e\n\u003cp\u003eReassessing roles as your business grows 222\u003c\/p\u003e\n\u003cp\u003eLaying out the connections between marketing and sales 223\u003c\/p\u003e\n\u003cp\u003eSetting common goals and targets 225\u003c\/p\u003e\n\u003cp\u003e‘Come On, Come On, Let’s Stick Together!’ Marketing and Sales Can Collaborate 227\u003c\/p\u003e\n\u003cp\u003eClearing up misunderstandings that threaten unified business development 228\u003c\/p\u003e\n\u003cp\u003eActing to support unified business development 230\u003c\/p\u003e\n\u003cp\u003eHelping marketing and sales to get on 231\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003ePart IV: Seeing What Sales Can Do for You 235\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 13: Becoming the Leader of the (Sales) Pack 237\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003eAppreciating the Importance of Sales Leadership 238\u003c\/p\u003e\n\u003cp\u003eGetting clear what your business sells 238\u003c\/p\u003e\n\u003cp\u003eEstablishing a sales process 240\u003c\/p\u003e\n\u003cp\u003eTooling up for sales 246\u003c\/p\u003e\n\u003cp\u003eSetting goals and metrics 248\u003c\/p\u003e\n\u003cp\u003eBuilding and Leading Your Sales Dream Team 249\u003c\/p\u003e\n\u003cp\u003eCreating your pack of sales maestros 250\u003c\/p\u003e\n\u003cp\u003eUsing people outside the pack 251\u003c\/p\u003e\n\u003cp\u003eEnrolling people to execute your sales strategy 251\u003c\/p\u003e\n\u003cp\u003eDelving Deeper into Leading the Sales Process 253\u003c\/p\u003e\n\u003cp\u003e‘Put that it your pipe and smoke it!’ Managing a sales pipeline 253\u003c\/p\u003e\n\u003cp\u003eWorking your sales process 255\u003c\/p\u003e\n\u003cp\u003eEngaging in collaborative selling 259\u003c\/p\u003e\n\u003cp\u003eAvoiding knee-jerk reactions to problems 259\u003c\/p\u003e\n\u003cp\u003eTaking the right action at the right time 261\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 14: Taking the Lead: Selling Under Control 265\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003eOkay, You’re In! Qualifying Leads into Prospects 266\u003c\/p\u003e\n\u003cp\u003eGetting your interactions right with customers 266\u003c\/p\u003e\n\u003cp\u003eHandling leads, whatever the source 267\u003c\/p\u003e\n\u003cp\u003eDetermining who to sell to 269\u003c\/p\u003e\n\u003cp\u003eGathering the tools to help qualifying 269\u003c\/p\u003e\n\u003cp\u003eTaking the meeting 270\u003c\/p\u003e\n\u003cp\u003eGating prospects through your sales pipeline 273\u003c\/p\u003e\n\u003cp\u003ePitching Your Services to Customers 274\u003c\/p\u003e\n\u003cp\u003eWhat prospects want: Understanding customer mentality 275\u003c\/p\u003e\n\u003cp\u003eLimbering up to pitch 279\u003c\/p\u003e\n\u003cp\u003eWriting good proposals 280\u003c\/p\u003e\n\u003cp\u003e‘Let’s dance’: Pitching on the day 282\u003c\/p\u003e\n\u003cp\u003eThe inquest: Assessing how the pitch went 284\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 15: Closing the Sale to Your Satisfaction 285\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003e‘Signed, Sealed, Delivered’: Closing the Deal 285\u003c\/p\u003e\n\u003cp\u003ePicking your way through negotiation 286\u003c\/p\u003e\n\u003cp\u003eGetting to the real ‘yes’ without begging 286\u003c\/p\u003e\n\u003cp\u003eContracting for a win-win 287\u003c\/p\u003e\n\u003cp\u003e‘This Much I Know’: Managing the Transition from Sales to Delivery 290\u003c\/p\u003e\n\u003cp\u003eStaying on the team 291\u003c\/p\u003e\n\u003cp\u003ePassing on all you know 291\u003c\/p\u003e\n\u003cp\u003eBacking out gracefully 293\u003c\/p\u003e\n\u003cp\u003eRe-engaging with the customer 293\u003c\/p\u003e\n\u003cp\u003e‘Say Hello, Wave Goodbye’: Finishing Up the Sale 294\u003c\/p\u003e\n\u003cp\u003eTidying up: Capture everything 294\u003c\/p\u003e\n\u003cp\u003eLearning from experience: Win\/loss reviews 295\u003c\/p\u003e\n\u003cp\u003eRecognizing the value of evaluation 295\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003ePart V: Managing Your Customers for Business Success 297\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 16: Generating Success from the Customer Relationship 299\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003eBack Off, He’s Mine! Remembering that the Customer Belongs to Everyone 300\u003c\/p\u003e\n\u003cp\u003eSharing the customer relationship 300\u003c\/p\u003e\n\u003cp\u003eCollaborating for customer success 302\u003c\/p\u003e\n\u003cp\u003eCreating a lifetime customer 307\u003c\/p\u003e\n\u003cp\u003eTell Me What I Mean To You: Securing Value from Your Customers 308\u003c\/p\u003e\n\u003cp\u003eUnderstanding your value through the customer’s eyes 308\u003c\/p\u003e\n\u003cp\u003eAsking for more 311\u003c\/p\u003e\n\u003cp\u003eTurning the customer into an active advocate 313\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 17: Joining Together to Maximize Business and Customer Value 315\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003eYou Know It Makes Sense: Seeing How Business Development Benefits All 316\u003c\/p\u003e\n\u003cp\u003eCreating an organization in which everyone sells 316\u003c\/p\u003e\n\u003cp\u003eBeing a motivating business 318\u003c\/p\u003e\n\u003cp\u003eTalking about team communication 319\u003c\/p\u003e\n\u003cp\u003eMaking the Most of Account Planning 322\u003c\/p\u003e\n\u003cp\u003eAnalyzing where your revenue will come from 323\u003c\/p\u003e\n\u003cp\u003eTurning goals into reality 323\u003c\/p\u003e\n\u003cp\u003eDeciding what to include in your account plan 324\u003c\/p\u003e\n\u003cp\u003eGrowing, Growing, Gone! Account Managers’ Role in Your Growth Plans 325\u003c\/p\u003e\n\u003cp\u003eShowing account managers how to do business development 326\u003c\/p\u003e\n\u003cp\u003eThinking about monthly, quarterly and annual reviews 328\u003c\/p\u003e\n\u003cp\u003eBringing Delivery to the Feedback Party 329\u003c\/p\u003e\n\u003cp\u003eSpreading delivery’s tentacles into the market 330\u003c\/p\u003e\n\u003cp\u003eGathering new ideas and best practices 330\u003c\/p\u003e\n\u003cp\u003eEnsuring that sales learns from delivery 331\u003c\/p\u003e\n\u003cp\u003eMaking delivery feel valued 331\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 18: Standing Tall To Get More Customers: Vertical Industries 333\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003e‘The Only Way Is Up!’ Understanding Why Verticals Matter 334\u003c\/p\u003e\n\u003cp\u003eWorking with verticals makes sense 335\u003c\/p\u003e\n\u003cp\u003eIdentifying your verticals: Is going vertical right for you? 336\u003c\/p\u003e\n\u003cp\u003eListening to what customers say about their vertical 338\u003c\/p\u003e\n\u003cp\u003eLeveraging Your Knowledge for Vertical Success 340\u003c\/p\u003e\n\u003cp\u003eUnderstanding similarities and differences between verticals 340\u003c\/p\u003e\n\u003cp\u003eBreaking down your services experience from a vertical perspective 341\u003c\/p\u003e\n\u003cp\u003eFinding gold in them there vertical hills 342\u003c\/p\u003e\n\u003cp\u003eChecking whether you’re ready to go vertical 343\u003c\/p\u003e\n\u003cp\u003eDesigning and Executing Vertical Campaigns 343\u003c\/p\u003e\n\u003cp\u003eWriting vertically based promotional materials 344\u003c\/p\u003e\n\u003cp\u003eGetting your vertical message out there 344\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003ePart VI: Making Influential Friends: Partnerships 345\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 19: Seeking Partners for Mutual Benefit 347\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003eConsidering the Types of Partnership Available 348\u003c\/p\u003e\n\u003cp\u003eSticking to What You Do Best 349\u003c\/p\u003e\n\u003cp\u003eKeeping to your set path 350\u003c\/p\u003e\n\u003cp\u003eGoing deep not wide 350\u003c\/p\u003e\n\u003cp\u003eTraveling Alone or Partnering Up 352\u003c\/p\u003e\n\u003cp\u003e‘We belong together’: Finding reasons to partner – or not 352\u003c\/p\u003e\n\u003cp\u003e‘Picture this’: Considering your business with partners 354\u003c\/p\u003e\n\u003cp\u003e‘Service Firm WLTM Companion for Business Growth’: Finding Good Partners 355\u003c\/p\u003e\n\u003cp\u003eCreating partnership goals 355\u003c\/p\u003e\n\u003cp\u003eGetting your criteria together: Profiling ideal partners 357\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 20: Pursuing Your Plans for a Successful Partnership 361\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003eLocating Partnerships within Business Development 361\u003c\/p\u003e\n\u003cp\u003ePartnering Up Effectively 362\u003c\/p\u003e\n\u003cp\u003eDating: Getting to know each other 362\u003c\/p\u003e\n\u003cp\u003eTesting the cultural fit: What do you have in common? 364\u003c\/p\u003e\n\u003cp\u003eSetting boundaries to stay realistic 367\u003c\/p\u003e\n\u003cp\u003eAgreeing shared goals 368\u003c\/p\u003e\n\u003cp\u003eUnderstanding why partnerships don’t work 369\u003c\/p\u003e\n\u003cp\u003eGoing to Market Together 370\u003c\/p\u003e\n\u003cp\u003eAppointing a partner manager 370\u003c\/p\u003e\n\u003cp\u003eCreating a unified go-to-market strategy 370\u003c\/p\u003e\n\u003cp\u003eDefining roles and responsibilities 372\u003c\/p\u003e\n\u003cp\u003eTackling the question of who owns the customer 373\u003c\/p\u003e\n\u003cp\u003eWondering whether to white label or not 374\u003c\/p\u003e\n\u003cp\u003eCoping with co-branding 374\u003c\/p\u003e\n\u003cp\u003eSharing the wealth 375\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003ePart VII: The Part of Tens 377\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 21: Ten Regular Actions that Benefit Your Business 379\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003eMaking Five Business Phone Calls 379\u003c\/p\u003e\n\u003cp\u003eCalling Customers and Partners 380\u003c\/p\u003e\n\u003cp\u003eTalking to Employees 380\u003c\/p\u003e\n\u003cp\u003eReading Some Blogs 380\u003c\/p\u003e\n\u003cp\u003eSending Out Three Value-Added Emails 380\u003c\/p\u003e\n\u003cp\u003eUpdating Your CRM\/SFA 380\u003c\/p\u003e\n\u003cp\u003eMaking Five New Connections on LinkedIn 381\u003c\/p\u003e\n\u003cp\u003eTweeting Something 381\u003c\/p\u003e\n\u003cp\u003eReviewing How Your Day Went 381\u003c\/p\u003e\n\u003cp\u003ePlanning Tomorrow 381\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 22: Ten Key Metrics to Watch 383\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003eKnowing How Big Your Sales Pipeline Needs to Be 383\u003c\/p\u003e\n\u003cp\u003eMaintaining the Right Number of Opportunities 383\u003c\/p\u003e\n\u003cp\u003eShortening Your Sales Cycle 384\u003c\/p\u003e\n\u003cp\u003ePlanning Projected Revenue 384\u003c\/p\u003e\n\u003cp\u003eProducing the Right Number of New Leads 384\u003c\/p\u003e\n\u003cp\u003eAssessing Planned versus Actual Revenue 384\u003c\/p\u003e\n\u003cp\u003eChecking Profitability by Customer 385\u003c\/p\u003e\n\u003cp\u003eMonitoring Cash Flow: Days Sales Outstanding 385\u003c\/p\u003e\n\u003cp\u003eKeeping the Customer Happy with Satisfaction Scores 385\u003c\/p\u003e\n\u003cp\u003eMinimizing Staff Attrition 385\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 23: Ten Great Resources for Business Development 387\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003eDiscovering Online For Dummies Resources for Business Development 387\u003c\/p\u003e\n\u003cp\u003eSigning up for Business Insider 387\u003c\/p\u003e\n\u003cp\u003eUsing the Business Training Institute 388\u003c\/p\u003e\n\u003cp\u003eImproving with Influence Ecology 388\u003c\/p\u003e\n\u003cp\u003eCasting a Wider Net with the American Marketing Association 388\u003c\/p\u003e\n\u003cp\u003eGetting Better with the Sales Management Association 388\u003c\/p\u003e\n\u003cp\u003eBlogging for Success: Sales Benchmark Index 388\u003c\/p\u003e\n\u003cp\u003eBeing In with the In-Crowd: LinkedIn Groups 389\u003c\/p\u003e\n\u003cp\u003eLeading with Confidence: Vistage 389\u003c\/p\u003e\n\u003cp\u003eContacting the Author: RainMakers US 389\u003c\/p\u003e\n\u003cp\u003eIndex 391 \u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/section\u003e","brand":"Bookread","offers":[{"title":"PDF","offer_id":56754662408523,"sku":null,"price":29.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1031\/1204\/8971\/files\/1118962710.jpg?v=1773063436","url":"https:\/\/bookread.io\/products\/business-development-for-dummies","provider":"bookread","version":"1.0","type":"link"}