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

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

by Duncan MacPherson, David Miller


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Product Details

ISBN-13: 9780470840962
Publisher: Wiley
Publication date: 09/17/2007
Pages: 224
Product dimensions: 6.20(w) x 9.00(h) x 0.80(d)

About the Author

DUNCAN MACPHERSON & DAVID MILLER co-founded ParetoSystems in 2000, after a successful multi-year strategic alliancebetween their two original firms, Duncan MacPherson &Associates and Mindset Systems and Solutions.

Duncan has been working closely with entrepreneurs for over 15years. His previous company provided marketing and businessdevelopment consulting services, as well as high-level businessdevelopment seminars, to top business people from a variety ofindustry sectors. David has been providing tactical practicemanagement consulting services for over 15 years. With an amazingfixation on implementation, David has an unrivalled ability to helpentrepreneurs translate time-tested ideas into measurableresults.

Together, Duncan and David lead a team of professionals atPareto Systems who help entrepreneurs improve their practicemanagement and business development systems while capitalizing onthe Pareto Principle—the 80/20 rule. They are co-creators ofthe Pareto Platform, an on-demand web-based business developmentclient relationship management (CRM) dashboard.

Duncan and David have a track record of showing entrepreneurshow to attract and keep great clients, while running a profitableand efficient business. They travel throughout North Americaworking with corporate clients, and delivering seminars and keynotespeeches. Their clients include RBC, Fidelity Investments, FranklinTempleton Investments, Transamerica and Wachovia Securities.

Table of Contents



Introduction: Overview of Our STAR Business PlanningProcess.

Part I: Strategic Analysis (Weeks 1-4).

Chapter 1. Your Untapped Opportunities.

Chapter 2. Marketing Pillars and the Loyalty Ladder.

Chapter 3. Your Overlooked Vulnerabilities.

Chapter 4. The Creation and Benefits of a Procedures Manual.

Chapter 5. Client Classification and Triple-A-An Ideal ClientProfile.

Chapter 6. Build Client Chemistry with FORM.

Part 2: Targets and Goals (Week 4).

Chapter 7. Success Is Achieved by Design, Not by Chance.

Part 3: Activities: Your Business Development Actions (Week5-12).

Chapter 8. Establish a Client-Centered Code of Conduct UsingDART.

Chapter 9. Deserve.

Chapter 10. Ask.

Chapter 11. reciprocate.

Chapter 12. Thank.

Chapter 13. Prospect Target Marketing.

Part 4: Reality Check (Week 12).

Chapter 14. Holding Yourself Accountable.

Actionable Templates Archived on

About Pareto Systems Customized Coaching and ConsultingServices.

Pareto Platform Spotlight.

A Call to Action for Coaches Looking for Help withImplementation?


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