Breakthrough Business Development - Info and Reading Options

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Intro -- TABLE OF CONTENTS -- PREFACE -- INTRODUCTION: OVERVIEW OF OUR STAR BUSINESS PLANNING PROCESS -- PART 1: STRATEGIC ANALYSIS (WEEKS 1-4) -- CHAPTER 1: YOUR UNTAPPED OPPORTUNITIES -- IDENTIFY AND TAKE ADVANTAGE -- CHAPTER 2: MARKETING PILLARS AND THE LOYALTY LADDER -- IDENTIFY YOUR MVPs -- THE LAW OF ATTRACTION -- ADVOCATES: THE ULTIMATE CLIENTS -- MOVING UP THE LADDER -- POSITION ADVOCACY AS A BENEFIT TO CLIENTS, NOT TO YOU -- CHAPTER 3: YOUR OVERLOOKED VULNERABILITIES -- THE IMPORTANCE OF ORGANIZATION AND STRUCTURE -- MISTAKING MOTION FOR ACTION -- SYSTEMS CREATE SUCCESS -- CHAPTER 4: THE CREATION AND BENEFITS OF A PROCEDURES MANUAL -- THE FOUR Cs OF ADVOCACY -- CHAPTER 5: CLIENT CLASSIFICATION AND TRIPLE-A-AN IDEAL CLIENT PROFILE -- GETTING STARTED -- THE UPSIDE TO RIGHTSIZING -- RESPECTFUL DISASSOCIATION -- CHAPTER 6: BUILD CLIENT CHEMISTRY WITH FORM -- THESE FUNDAMENTAL STRATEGIES MAKE THIS APPROACH EFFECTIVE -- GET ON IT! -- PART 2: TARGETS AND GOALS (WEEK 4) -- CHAPTER 7: SUCCESS IS ACHIEVED BY DESIGN, NOT BY CHANCE -- GOALS ARE THE WHY -- STRATEGY IS THE HOW -- SOMETHING TO THINK ABOUT -- PART 3: ACTIVITIES:YOUR BUSINESS DEVELOPMENT ACTIONS (WEEKS 5-12) -- CHAPTER 8: ESTABLISH A CLIENT CENTERED CODE OF CONDUCT USING DART -- CHAPTER 9: DESERVE -- CREATE A CLIENT SERVICE MATRIX -- STIR THE POT WITH A NINETY-DAY CALL ROTATION -- CHAPTER 10: ASK -- ASKING STARTS THE RECEIVING PROCESS -- ASK PEOPLE TO MOVE UP YOUR LOYALTY LADDER -- STEP 1: ALWAYS USE AN AGENDA -- STEP 2: HAVE NO HIDDEN AGENDA -- SCARCITY CREATES ABUNDANCE -- CONVERTING CUSTOMERS INTO FULLY EMPOWERING CLIENTS -- BEING FORTHRIGHT IS REFRESHING-FOR EVERYONE! -- FULL DISCLOSURE LIGHTS THE PATH -- IS IT TOO LITTLE, TOO LATE TO USE FULL DISCLOSURE WITH EXISTING CUSTOMERS? -- MAKING EXCEPTIONS: THE SLIPPERY SLOPE -- ATTRACTING A HIGHER QUALITY AND QUANTITY OF REFERRALS

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