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Business Development For Dummies, by Anna Kennedy
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Growing a small business requires more than just sales
Business Development For Dummies helps maximise the growth of small- or medium-sized businesses, with a step-by-step model for business development designed specifically for B2B or B2C service firms. By mapping business development to customer life cycle, this book helps owners and managers ensure a focus on growth through effective customer nurturing and management. It's not just sales! In-depth coverage also includes strategy, marketing, client management, and partnerships/alliances, helping you develop robust business practices that can be used every day. You'll learn how to structure, organise, and execute an effective development plan, with step-by-step expert guidance.
Realising that you can't just "hire a sales guy" and expect immediate results is one of the toughest lessons small business CEOs have to learn. Developing a business is about more than just gaining customers – it's about integrating every facet of your business in an overarching strategy that continually works toward growth. Business Development For Dummies provides a model, and teaches you what you need to know to make it work for your business.
- Learn the core concepts of business development, and how it differs from sales
- Build a practical, step-by-step business development strategy
- Incorporate marketing, sales, and customer management in general planning
- Develop and implement a growth-enhancing partnership strategy
Recognising that business development is much more than just sales is the first important step to sustained growth. Development should be daily – not just when business starts to tail off, or you fall into a cycle of growth and regression. Plan for growth, and make it stick – Business Development For Dummies shows you how.
- Sales Rank: #320896 in eBooks
- Published on: 2015-02-04
- Released on: 2015-02-04
- Format: Kindle eBook
From the Back Cover
Learn to:
- Get your business development strategy in place and build a practical step-by-step plan
- Leverage your customer relationships for even greater success
- Go beyond the typical sales cycle
- Develop and implement a partnership strategy
Get an expert, authoritative model for growing your business
Growing a business isn't just about sales! With this hands-on, accessible guide, you'll discover how mapping business development to the customer lifecycle ensures a focus on growth through customer nurturing and management. Packed with strategies, tips and step-by-step guidance, you'll find everything you need to plan for growth and make it stick.
- Break down your business development – take stock of where your business development plans are, identify your weaknesses and learn how to think in terms of goals
- Dive into the customer lifecycle – use the customer mindset to power growth and effectively align your business development to the customer lifecycle
- Work out your best offer – validate or adjust your market offer for maximum position with marketplace needs, build your business development plan and put your plan into action
- Make marketing matter – put your budget to good use with practical tips on creating and executing a marketing strategy that drives sales
- Bring it full circle – find best practices to manage, develop, and leverage customer relationships and customer engagement for even greater success
Open the book and find:
- How to tailor a business development plan specific to your business
- Guidance on orchestrating marketing and sales efforts that operate in concert
- Strategies and tactics for great selling practices
- How to maximize customer value
- Why business partnerships are so important
- High-level do's and don'ts for every stage of business development
About the Author
Anna Kennedy has almost twenty years' experience in business development and leadership with small/medium professional services companies. She also has on-the-ground experience in growing organizations, most recently in her own company, Rain Makers.
Most helpful customer reviews
4 of 4 people found the following review helpful.
A great reference book (encyclopedia) for business development
By Amazon Shopper
As an entrepreneur, having this book to use as a reference for my business, has proven to be a big help for its success. It is essentially an encyclopedia, no matter where you are in your business it gives you step by step instructions on how to plan for, and achieve your goals. The relationship between marketing and sales and how the cohesive effort of these departments are crucial to any business success has been especially eye opening and very helpful. It is something that I use as I go in my business and refer to the key elements throughout that I especially need help in. At first I thought I would need to read the whole book cover to cover right away and have found in going through each chapter as I have needed in the process has been even more helpful for me. It is a very easy read. You should see my book now with many post it tabs on my referenced pages and highlighted through out. I highly recommend this to anyone who wants to see their business grow.
4 of 4 people found the following review helpful.
A must have for every business owner
By cfaust
Anna Kennedy did a superior job in capturing the essence and delicate nuances of Business Development. This book is a must have for every business owner who wants to drive growth and sustainability in their company.
2 of 2 people found the following review helpful.
Essential for any principal led services firm
By britsthrowfits
Just from reading chapter 2 I've already started thinking of how I am chasing customers that aren't a fit and being a "generalist" rather than a "specialist"
This book is essential for any principal led professional services firm looking to grow. the basic concepts in this book of "being proactive vs reactive" combined with the practical tools to take steps to prioritize biz Dev activities into your daily habits and big picture ideas of how to think about biz dev make the concepts easy to understand and apply
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