Increase Profits, Be more Organized, attract a Higher Quality &Quantity of Referrals, Run Your Business so That It Doesn't RunYou, Take Your Business to the Next Level... With BreakthroughBusiness Development!Breakthrough Business Development shows you how to attract and keepgreat clients, while running a profitable and efficient business.It helps every knowledge-for-profit professional to maximize yourmost valuable client relationships, and to develop a personalizedbusiness development plan to mine the untapped potential in yourbusiness.Praise for the Pareto System, Featured in Breakthrough BusinessDevelopment."I am just beside myself on the results gathered so far frominstituting the Pareto System. I use an agenda for meetings now andhave formulated a standard package given to new clients. Already Ihave sent out twenty thank-you cards to new referrals. I even got areferral from a referral if that makes sense. Some clients didn'tknow that I was still expanding my business. I am also findingadvocates that I didn't classify as such. Opening twenty accountsin this short time span is amazing but already I have another tenleads in the pipeline. You guys were right, it does work.""We have been building client relationships for 45 years... ParetoSystems successfully helped us to pause and then guided us throughthe process of defining the appropriate business structure andsystems which will strengthen and enhance our best clientrelationships. We are now focusing on a comprehensive, systematizedprogram for select clients. The results have been amazing-clientsatisfaction is way up and so are revenues."
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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 www.paretoplatform.com.
About Pareto Systems Customized Coaching and ConsultingServices.
Pareto Platform Spotlight.
A Call to Action for Coaches Looking for Help withImplementation?