Business Development For Dummies

by Kennedy, Anna

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Title Statements

Full title :Business Development For Dummies.

Summary

Title Page; Copyright Page; Contents at a Glance; Table of Contents; Introduction; About This Book; Foolish Assumptions; Icons Used in This Book; Beyond the Book; Where to Go from Here; Part I: Getting Started with Business Development; Chapter 1: Introducing Business Development for Services Firms; Answering the Question: So What Is Business Development Anyway?; Recognizing that business is a serious business; Understanding how business development differs from selling; Breaking business development into bite-sized chunks; Placing the Customer Experience Center Stage.

Deconstructing the customer lifecycleMapping business development to the customer lifecycle; Making Business Development Manageable in a Small Business; Dealing with overwhelm; Anticipating growth and its impact on your business; Taking stock of where you are; Chapter 2: Finding Damaging Gaps in Your Business Development; Spotting Patchy Business Development; Recognizing the tell-tale signs of weak business development; Looking for the obvious and the not-so-obvious problems; Thinking like your customers; Understanding Business Development Challenges for Services Firms.

Identifying value in a services firm'You're the top!' The owner-led sale; Being proactive rather than reactive; Taking Stock of Where You Are; What you're not doing - and being okay with it; It's a numbers game: How's your firm really doing?; Chapter 3: Diving Inside Your Customer's Head; Uncovering Your Customers' Real Needs; Understanding what customers need today and whether they know it; Staying current with your customers' needs; Powering Growth Using Your Customer's Viewpoint; Focusing on your customer: Why you should care; Mapping your customer's journey.

Tailoring your solution to your customer's need (not vice versa)Using influence to get the outcome you want; Chapter 4: Using the Lifecycle to Your Advantage; Clarifying Precisely What You're Selling - and How; Being in control; Keeping your offer fresh; Investing to stay up-to-date; Creating the customer experience; Considering the Pre-Sales Stage; Selling without looking like you're selling; Dating the customer: EDUCATE stage; Courting and proposing: PRESENT and PROPOSE stages; Confronting reality: CONTRACT stage; Handling the After-the-Sale Process.

Moving from 'Yes' to 'Done': DELIVER stageWrapping up delivery: COMPLETE and EVALUATE stages; Part II: Planning for Business Development; Chapter 5: Getting Ready for Business Development; Developing an Offer that Sells; Ensuring that you're giving the market what it needs; Making your specialty really valuable; Assessing your competition; Accepting that the grass isn't always greener; Developing focus - or it's all over; 'Really? You do that?' Articulating your offer; Presenting Your Offer; Finding your customer; 'Tell me what you want, what you really, really want'

Who drives the customer? Engaging effectively.

Growing a small business requires more than just sales Business Development For Dummies helps maximise thegrowth of small- or medium-sized businesses, with a step-by-stepmodel for business development designed specifically for B2B or B2Cservice firms. By mapping business development to customer lifecycle, this book helps owners and managers ensure a focus on growththrough effective customer nurturing and management. It's not justsales! In-depth coverage also includes strategy, marketing, clientmanagement, and partnerships/alliances, helping you develop robustbusiness practices that can be use.

Edition Statements

Publication Date:2015.
Edition:Online-ausg

Publication Statements

Publisher(s):Wiley
Place of Publication:Hoboken
Language:eng
Publication Date:2015.

The Physical Object

Description:Online-Ressource (1 online resource (428 Seiten)).

Edition Identifiers

ISBN:9781118962695, 1118962699, 9781118962701, 1118962702, 9781118962718, 1118962710
oclc:ocn910522180
LC Classification:HD38
Dewey Decimal:658.022

Subjects

Industrial marketing Marketing industriel Petites et moyennes entreprises -- Croi… Planification stratégique Small business -- Growth Strategic planning