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

by MacPherson, Duncan; Miller, David

• ISBN13: 9780470840962
• ISBN10: 047084096X
• Edition: 1st
• Format: Hardcover
• Copyright: 2007-09-04
• Publisher: Wiley

Summary

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."

Author Biography

Duncan MacPherson (Calgary, AB) and David Miller (Vancouver, BC) are co-founders of Pareto Systems, a team of professionals who help entrepreneurs and professionals improve their practice management and business development systems. Pareto Systems’ clients include Fidelity Investments, Merrill Lynch, Franklin Templeton Investments, American Express, and TD Waterhouse. Both travel frequently across North America delivering seminars and keynote speeches and also are co-creators of the Pareto Platform, an on-demand web-based business development dashboard.

Table of Contents

Preface

Acknowledgements

Introduction

Overview of Our STAR Business Planning Process

Strategic Analysis (Weeks 1-4)

Your Untapped Opportunities

Marketing Pillars and the Loyalty Ladder

Your Overlooked Vulnerabilities

The Creation and Benefits of a Procedures Manual

Client Classification and Triple-A-An Ideal Client Profile

Build Client Chemistry with FORM

Targets and Goals (Week 4)

Success Is Achieved by Design, Not by Chance

Activities: Your Business Development Actions (Week 5-12)

Establish a Client-Centered Code of Conduct Using DART

Deserve

Ask

Reciprocate

Thank

Prospect Target Marketing

Reality Check (Week 12)

Holding Yourself Accountable

Actionable Templates Archived on www.paretoplatform.com

About Pareto Systems Customized Coaching and Consulting Services

Pareto Platform Spotlight

A Call to Action for Coaches Looking for Help with Implementation?

Index

Table of Contents provided by Publisher. All Rights Reserved.