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Breakthrough Business Development: A 90-Day Plan to Build Your Client Base and Take Your Business to the Next Level
John Wiley and Sons Ltd, Nov 2007, Pages: 240
If, as the Pareto Principle states, 80 percent of your business comes from 20 percent of your clients, then why do so many professionals end up wasting time chasing the 80 percent of their customer base that represents only 20 percent of their business? This book offers a proven process for maximizing your most valuable client assets, and for developing a personalized business development plan to efficiently mine the untapped potential in your customers and prospects.Breakthrough Business Development will help you attract and keep valuable clients while you run your business efficiently. It offers a 12-week program built on the four cornerstones of the STAR system: Strategic Analysis, Targets and Goals, Actions,Reality Check.These four simple, proven steps will help you manage, build, and maximize your client relationships in just 90 days. The book provides the what, the why and the how of running and building an efficient business. It includes forms and templates to help you create your own personalized business development plan.
Authors Bio:
Duncan Macpherson and David Miller are co-founders of Pareto Systems, a team of professionals who help entrepreneurs and knowledge professionals 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 dashboard. They travel throughout North America working with existing and prospective corporate clients, and delivering seminars and keynote speeches. Their clients include Fidelity Investments, Merrill Lynch, Franklin Templeton Investments, American Express, and TD Waterhouse.
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