The Opening Playbook: A Professional's Guide to Building Relationships that Grow Revenue

The Opening Playbook: A Professional's Guide to Building Relationships that Grow Revenue

by Andrew Dietz
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The Opening Playbook: A Professional's Guide to Building Relationships that Grow Revenue by Andrew Dietz


Just like a football game, client building requires a solid strategy executed by a series of well-designed plays. While the ultimate objective of a sports team is to put points on the board, the plays are designed to systematically get the team into scoring position. The score itself—a touchdown, a goal, a home run—is the closing play. But you can't get there without great opening plays.

In the world of business development and sales, getting into scoring position means being in the room with decision makers and influencers—and that's what The Opening Playbook helps you to do.

Business development guru Andrew Dietz takes you step-by-step through the process of getting yourself into the ideal position to sell your services, whether you're a one-person operation or work for a major firm.

Taking on the role of your coach, Dietz shows you "game footage" of Sam Wentworth, a law firm associate on the cusp of becoming a partner. But first he has to prove himself on the field of play by demonstrating his business development abilities. Meanwhile, the play clock is getting close to zero . . .

Throughout The Opening Playbook, Dietz stops the film at critical points, showing you where Sam succeeds and where he trips up. He provides the powerful opening-drive plays (best practices for establishing authentic business relationships), analyzes the defense (obstacles in the way of the success), and suggests audibles (on-the-spot tactical modifications to answer unplanned-for challenges).

The team with the best plan usually wins the day. Put yourself several steps ahead of the competition and develop winning business relationships with The Opening Playbook.


"Dietz outlines both the behavioral pitfalls to avoid and the disciplines to embrace on one's path to truly connecting with clients. Truly honest instruction from the Lombardi of business development coaches." — James H. Gilmore, coauthor, The Experience Economy and Authenticity

"Andrew Dietz inspires you to create great conversations with your prospects so that you become a valuable, trusted advisor. If you want long-term relationships with your clients, this is the book for you." — Shawn Kent Hayashi, author of Conversations that Get Results and Inspire Collaboration

"If you want to have your clients for life, you must read The Opening Playbook! A great storyteller, Andrew Dietz provides invaluable insights on how to become a trusted advisor." — Jagdish N. Sheth, Charles H. Kellstadt Professor of Marketing, Emory University, and author of Clients For Life

"Dietz provides a great blend of strategic and tactical advice, wrapped in great stories and examples. It's an enjoyable and VALUABLE read!" — Bill Cates, author of Get More Referrals Now and Beyond Referrals

"Andrew Dietz is a master at building relationships, and his book is filled with insightful ideas and useful strategies." — Alan Deutschman, author of Walk the Walk and Change or Die

Product Details

ISBN-13: 9780071825887
Publisher: McGraw-Hill Professional Publishing
Publication date: 05/23/2014
Pages: 240
Product dimensions: 5.80(w) x 9.10(h) x 1.10(d)

About the Author

ANDREW DIETZ is founder and president of Creative Growth Group, Inc., a consulting company that helps business and professional service firms grow client relationships and revenue. He advises clients across the United States, Canada, and Europe in industries ranging from law and accounting to IT services, public relations, and business strategy. Clients include firms such as Deloitte, Microsoft, and Cushman & Wakefield.

Table of Contents

Acknowledgments ix

Introduction: Win the Coin Toss xi

Section 1 Opening Plays

1 Don't Fumble the Kickoff 3

2 Establish Field Position 13

3 Nail the Opening Series 21

4 Establish Quarterback-Receiver Rhythm 29

5 Develop Pocket Presence 33

6 The Right Play at the Right Time 41

Section 2 Opening Strategy

7 Avoid the Scrum 47

8 Own the Open Field 57

Section 3 Right Connections: The Relationship Advantage

9 The Triple Option Play 77

10 Plan Your Draft Picks 85

11 Respect Your Front Line 97

12 Be a Better Teammate 103

13 Find Open Receivers Fast 109

14 Master the Locker Room Speech 115

Section 4 Right Conversations: The Information Advantage

15 Run, Pass, Kick 125

16 Call the Right Play 139

17 Command the Huddle 147

18 No Trick Plays 159

Section 5 Right Context: The Experience Advantage

19 Show Your Skills 167

20 Your Prospects Aren't the Opposing Defense 171

21 Set the Tone for the Team 179

22 Play the Odds 183

23 Get More First Downs 189

Section 6 Open-Ended

24 Stay Open 197

25 Winning in the Red Zone 199

26 Coda and Resources 203

Index 211

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The Opening Playbook: A Professional's Guide to Building Relationships that Grow Revenue 5 out of 5 based on 0 ratings. 1 reviews.
Anonymous More than 1 year ago
Dietz and his book are BRILLIANT! If you are interested in being successful in business, then this book is a MUST READ!