Financial Times Guide to Business Development, The

Ian Cooper is one of Europe’s most experienced business development consultants, presenters and skills trainers. He is also one of the world’s leading advisors specialising in business development within the professional services sector. He has advised and helped over 800 organisations of all sizes over 27 years to attract and win huge amounts of business. Ian is also a successful entrepreneur in his own right having started, developed and run several business ventures. An experienced author, Ian has written and contributed to over 10 books, on a range of topics.  http://www.iancooperfinancialtimesguidetobusinessdevelopmentbook.com/

“The Financial Times Guide to Business Development is inspirational. It is easy to read, hard to put down and there are absolute gems on every page. Read it and getfired up.”Jonathan Straight, Chief Executive, STRAIGHT plc, former winner of Entrepreneur of the Year Award  "This is a game changer for any business wishing to grow and develop. Ian Cooper has a phenomenal understanding of the importance of delivering world class service to your clients and customers. I will encourage all members of the 360 legal group to purchase and treat this as their mantra!"Viv Williams, CEO 360 Legal Group  “We have used Ian Cooper’s considerable skills on many occasions and he has shown us how to increase our conversion rate of enquiries to business from 30% to 75%. His new book, The Financial Times Guide To Business Development is almost a pocket book guide to his training, providing a real focus on how to get results. It not only explains what to do, but why, in an entertaining, pragmatic and anecdotal style”.Martyn Morgan, Managing Partner, QualitySolicitors Talbots  “This simple no nonsense approach to business development and practical advice regarding customer service provides a recipe for success for any business regardless of size.” Wendy Atkin-Smith, Managing Director, Viking River Cruises UK Limited  "It is worth getting this book for the 21 common sense business development truths alone. Painfully brutal in places, these truths should serve as a much needed wake up call, and I have never met a business that wouldn't benefit from applying them honestly to their situation. Ian Cooper has done UK Ltd a great service by spelling them out with such clarity, simplicity and power."Steve Pipe FCA, author of "The UK's best accountancy practices" and "Stress proof your business and your life" and former UK Entrepreneur of the Year  "I thought I knew business development inside out. Then I read this witty, informative and practical book, and realised how much I didn't know. If you have a business that needs a boost, then it shows how anyone can become a ninja at business development".Heather Townsend, Author of 'The Financial Times Guide To Business Networking'  "The Financial Times Guide To Business Development is thoroughly readable and no nonsense with immediately usable advice on every page. It is classic Ian Cooper ... clear, concise and common sense".Chris Spencer, General Counsel, EMIS Group plc  “This book serves as a salient reminder that your business is failing if it doesn’t treat the customer as king in all it does. Packed with amusing anecdotes and practical tips, everyone in business would benefit from the lessons it provides. I challenge anyone to read this book and not find at least one area they can improve".  Craig Holt, Chief Executive, QualitySolicitors  “Ian Cooper's book is packed with jaw-dropping anecdotes of opportunities lost and custom going begging because suppliers of goods and services have forgotten who their customers are and what they actually want? Ian does not preach or hector but his insights into how business is getting it wrong are delivered with his usual gentle humour". Len Tingle, BBC Political Editor - Yorkshire, veteran BBC broadcaster / writer on business issues.  "Considered, down to earth and straight to the point. This guide is a true testament to Ian Cooper's knowledgable and no nonsense approach".Brett Dennis - Marketing strategist for Every1.  “Ian Co

• Contents ListIntroduction  Chapter 1 - The 21 Common Sense Business Development Truths1.      Focus On Converting Leads, Not Just Generating Leads2.      Exceed Customer Expectations3.      Speak To Potential Customers And Clients … And Speak To Them Nicely4.      Be Open For Business5.      Don’t Let Your Administration Get In The Way6.      There’s No Job More Important Than Helping Customers or Clients Part With Their Cash7.      Don’t Let Technology Get In The Way8.      Quality And Word Of Mouth Counts For Everything9.      Actively Strive For Consistency10.  Recruitment Is Part Of Business Development11.  Keep In Touch With Your Existing Customers And Clients12.  Master Social Online Media13.  Test Your Ideas, Concepts And Prices14.  Plan, But Keep Things Simple15.  Take Complaints Seriously16.  Make Your Customer Or Client Environment Appropriate17.  Train Your People To Spot Opportunities18.  Get Out Of Your Office Or Premises And Mix And Mingle19.  Find A Niche And Specialise20.  Model What Works Best21.  Be Squeaky Clean  Chapter 2 - Asking The Right Business Questions: A Toolkit For Business DevelopmentThe 5 Impact QuestionsThe 100 Business Development Questions  Chapter 3 - The 20 Business Development Pricing Tools, Truths And Techniques1.      Winning Business Is Not The Most Important Thing – Being Profitable Is.2.      Price Is A Communications Issue, Not A Financial Or Accounting One.3.      Focus On Value And Service And Not Just Price.4.      Bundle In And Include As Much As You Can.5.      Unbundle And Charge Things Separately.6.      Don’t Fall Into The Price Trap.7.      Consider Increasing Your Prices.8.      Use Division And Comparison.9.      Get Others To Justify Your Prices.10.  Price With Guarantees.11.  Price For Specialisation.12.  Price For Profile And Experience.13.  Price Based On Feedback And Testing.14.  Price For Prestige.15.  Price For Know-How.16.  Price With The Competition In Mind.17.  If You Must Have A Loss Leader, Make It Count.18.  Consider Special Deals, Promotions, Sales And Discounts.19.  Price For Easy Payment.20.  Pricing With Magic Numbers.  Chapter 4 – Introducing The Business Development PrioritiesPriority 1 – Convert Leads, Opportunities And Enquiries Into Profitable Business.Priority 2 – Develop More Business From Existing Customers And Clients.Priority 3 – Externalise Business Development Efforts To Generate New Opportunities, Leads And Enquiries.    Chapter 5 - Priority 1 – Convert Leads, Opportunities And Enquiries Into Profitable Business.The 10 Commandments Of Converting Leads And Enquiries.The 5 Step Conversion System.  Chapter 6 - Priority 2 – Develop More Business From Existing Customers And Clients.The Five Golden Rules:Golden Rule 1 – Know Your Customers And Clients.Golden Rule 2 &