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Service Business Development
Author: Thomas Fischer, Heiko Gebauer, Elgar Fleisch
Publisher: Cambridge University Press
ISBN: 1107022452
Pages: 298
Year: 2012-05-24
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Over the last decade, capital goods manufacturers have added services to products as a way of responding to eroding margins and the loss of strategic differentiation. Based on over twelve years of research, this book provides a thorough overview of the strategies available for value creation through service business development.
How Clients Buy
Author: Tom McMakin, Doug Fletcher
Publisher: John Wiley & Sons
ISBN: 111943470X
Pages: 272
Year: 2018-03-13
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The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.
Professional Services Marketing
Author: Mike Schultz, John E. Doerr, Lee Frederiksen
Publisher: John Wiley & Sons
ISBN: 1118604342
Pages: 368
Year: 2013-06-04
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"Professional Services Marketing is a fully field-tested and research-based approach to marketing and client development for professional services firms. The book, now in its Second Edition, covers five key areas that are critical for firms that want to grow and become more profitable: creating a marketing and growth strategy; establishing a brand and reputation; implementing a marketing communications program; executing lead generation strategies; and developing business by winning new clients. You will also read real-world case studies that illustrate major points, as well as quotes and stories from well-respected professionals in the industry."--Publisher's website.
The Professional's Guide to Business Development
Author: Stephen Newton
Publisher: Kogan Page Publishers
ISBN: 0749466545
Pages: 184
Year: 2012-12-03
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When buying professional services, most clients will assume that you are competent in your field. They are therefore not hiring you primarily on the basis of your expertise, but on factors such as price and whether they want to do business with you. To minimize the issue of cost, you need to ensure that the benefits of working with you are clear to your customers. You need to move from transactional relationships towards partnership ones, and you need to identify the right prospects in the first place. The ability to ascertain, quickly and accurately, what drives your customer's decisions and to respond to their needs is critical in differentiating you from your competitors. If you can do these things well, you will win more business from both new and existing clients. This book gives you a repeatable and scalable methodology to achieve this.
Business Development For Dummies
Author: Anna Kennedy
Publisher: John Wiley & Sons
ISBN: 1118962710
Pages: 384
Year: 2015-02-23
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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.
Breakthrough Business Development
Author: Duncan MacPherson, David Miller
Publisher: John Wiley & Sons
ISBN: 0470739975
Pages: 224
Year: 2010-03-19
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Increase Profits, Be more Organized, attract a Higher Quality & Quantity of Referrals, Run Your Business so That It Doesn't Run You, Take Your Business to the Next Level... With Breakthrough Business Development! Breakthrough Business Development shows you how to attract and keep great clients, while running a profitable and efficient business. It helps every knowledge-for-profit professional to maximize your most valuable client relationships, and to develop a personalized business development plan to mine the untapped potential in your business. Praise for the Pareto System, Featured in Breakthrough Business Development. "I am just beside myself on the results gathered so far from instituting the Pareto System. I use an agenda for meetings now and have formulated a standard package given to new clients. Already I have sent out twenty thank-you cards to new referrals. I even got a referral from a referral if that makes sense. Some clients didn't know that I was still expanding my business. I am also finding advocates that I didn't classify as such. Opening twenty accounts in this short time span is amazing but already I have another ten leads in the pipeline. You guys were right, it does work." "We have been building client relationships for 45 years... Pareto Systems successfully helped us to pause and then guided us through the process of defining the appropriate business structure and systems which will strengthen and enhance our best client relationships. We are now focusing on a comprehensive, systematized program for select clients. The results have been amazing-client satisfaction is way up and so are revenues."
Service Business Development
Author: Manfred Bruhn, Karsten Hadwich
Publisher: Springer-Verlag
ISBN: 365822424X
Pages: 609
Year: 2018-06-12
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Im „Forum Dienstleistungsmanagement“ diskutieren renommierte Autoren umfassend und facettenreich, wie Unternehmen durch Serviceleistungen eine zielorientierte Unternehmensentwicklung betreiben können. Die Autoren erläutern, welche verschiedenen Konzepte und Techniken zur Professionalisierung des Service Business Development eingesetzt werden können und zeigen unterschiedliche branchenspezifische Perspektiven auf.Band 2 befasst sich mit den spezifischen Methoden des Service Business Development, den Erlösmodellen und Marketinginstrumenten sowie der Implementierung des Service Business Development. Der Inhalt Methoden des Service Business Development Erlösmodelle im Service Business Development Marketinginstrumente im Service Business Development Implementierung des Service Business Development Branchenspezifische Besonderheiten des Service Business Development
Aec Business Development - The Decade Ahead
Author: SMPS Foundation
Publisher: Smps Foundation
ISBN: 0615848788
Pages: 178
Year: 2013-07
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Business development-or simply "BD"-in the design and construction industry has become a highly specialized discipline. Regardless of circumstances, architecture, engineering, and construction (A/E/C) business development has one core purpose: to bring buyers and sellers together to make deals. Those intimately involved with professional services business development recognize that people hire people, and that understanding motives and motivations of those who purchase and sell A/E/C services is the password that opens a portal to genuine success. Through its Thought Leadership Series initiative, the SMPS Foundation conducted primary research to probe the behaviors of both buyers and sellers of A/E/C services. Working with a team of more than thirty marketing and business development professionals-most of whom are Certified Professional Services Marketers (CPSM) or Fellows of the Society for Marketing Professional Services (FSMPS)-the SMPS Foundation completed a year-long effort to research and analyze the current state of buying and selling within the industry, and to look toward the future to identify key forces that will impact business development in the coming decade. A/E/C BUSINESS DEVELOPMENT - The Decade Ahead documents this in-depth research initiative. Inside you'll find an informative look at the state of the industry from the perspectives of buyers and sellers, as well as a panorama of trends and insights for those offering or procuring A/E/C services. If you wish to enhance your competitive advantage, deepen your business development knowledge and skills, and plan for the future, the findings and recommendations in this book will help you meet your goals. With this publication, the SMPS Foundation underscores its mission: to discover, in an ever-changing marketplace, what makes A/E/C organizations successful in marketing and business development.
Business Development Services
Author: Jacob Levitsky
Publisher: Intermediate Technology Publications
ISBN: 1853395064
Pages: 325
Year: 2000
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This book provides a wide review of experience of donor agencies in designing and implementing business development services for small and medium enterprises (SME). The papers, from the International Conference on Business Development Services, presented in this book assess the performance of the development services operating within the various developing countries.They explore new and innovative approaches to achieving sustainable BDS services and ways of achieving greater cost-effectiveness in their delivery.
Business Development Service Centres in Italy
Author: Carlo Pietrobelli, Roberta Rabelloti
Publisher: United Nations Publications
ISBN: 9211213681
Pages: 84
Year: 2002
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The notion of "business development service" (BDS) is quickly gaining popularity among policy makers and scholars of management, industrial organization and development. Similarly, attention is increasingly paid on the institutions and centres offering BDS, as an essential part of the "local" or "regional innovation system." This paper analyzes the experience of BDS centers in three highly developed Northern Italian regions (Emilia Romagna, Lombardia and Veneto) and evaluates their performance and contribution to the regions' industrial, and notably SME development. It uses quantitative and qualitative information to portray the details of a reality that is often quoted as a "success-story, " sometimes beyond the actual empirical evidence. Finally, conclusions and implications for public policies are suggested, and the reasons for their public and subsidized provision are discussed. Useful lessons may be learned for countries at lower levels of industrial development, and specifically for Latin America.
Business Development: A Guide to Small Business Strategy
Author: David Butler
Publisher: Routledge
ISBN: 1136423907
Pages: 208
Year: 2012-05-04
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'Business Development' provides a readable and practical book for the growth and development of businesses. This is primarily a textbook for the NVQ4 Business Development qualification, the Institute of Management Certificate in Owner Management courses, and HND Small business modules, but the text is also an invaluable practical guide to owner-managers of small businesses. All businesses pass through several stages of growth and it occurs for a number of reasons, such as change in the commercial market, increased customer demand for services or product, higher numbers of customers. Business Development shows how to make the most of this growth and also how to deal with the different types of problems that are encountered along the way. The book is structured to follow a logical sequence of questions that makes it readily accessible: Where are we now? Where do we want to go? What resources are needed to get there? What sales and marketing policies do we need to develop? It examines the personnel and staffing implications, the efficiency of the current financial management process, and the owner's own abilities to make it all happen. Most important of all it makes the owner-manager takes a long, hard look at the business and where it is really going.
The Lawyer's Field Guide to Effective Business Development
Author: William J. Flannery
Publisher: American Bar Association
ISBN: 159031736X
Pages: 149
Year: 2007
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This is a practical business development and sales skills handbook that helps lawyers obtain additional business for their firms. Author Bill Flannery, a recognized leader and true pioneer in legal business development, helps lawyers identify the skills needed to increase client loyalty, increase business from loyal clients, and become the client's trusted advisor. For beginners, the field guide provides practical advice on how to develop basic skills and build confidence. Intermediate-level business developers will benefit from self-assessment tools that provide clear insight into what they are doing well and what they need to do differently, with specific tools and resources that will help them improve. Advanced-level business developers will benefit from advice about sophisticated techniques not currently available elsewhere in published materials geared to the legal profession.
Technical assistance to the Kingdom of Tonga for business development services
Author: A. Iffland, Asian Development Bank
Pages: 13
Year: 2003
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Managing Automotive Businesses: Strategic Planning, Personnel and Finances
Author: Ronald Garner, C. Garner
Publisher: Cengage Learning
ISBN: 1401898963
Pages: 360
Year: 2005-12-01
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The success of any organization most often depends on the execution and management of such strategic issues as business development, personnel and fiscal operations. This new book introduces readers to the duties and practices assigned to service managers in the successful operation of an automotive service facility. Coverage begins with a general discussion of the management structure and the service manager’s role in facility operations. Consideration is then given to navigation of the personnel process from the recruitment of workers to supervision of their performance. The financial business practices of a service manager familiarizes readers with the importance of fiscal responsibility in the operation of a lucrative automotive service business. Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.
Bazaar of Oppurtunties for New Business Development
Author: Jaakko Paasi, Katri Valkokari, Tuija Rantalainen
Publisher: World Scientific
ISBN: 1848168926
Pages: 236
Year: 2012
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Bazaar of Opportunities for New Business Development goes beyond the paradigm of open innovation and underlines the variety of opportunities that firms may have in innovation and new business development with external actors. This book shows readers that firms can interact, innovate, and do business with different known and unknown actors, both formally and informally, and use different levels of openness within interorganizational innovation processes. External actors, however, also mean additional risks for the firm that they should manage. The subtitle of book, Bridging Networked Innovation, Intellectual Property and Business, addresses the guidance and perspectives that the book will provide in order to better prepare the reader for innovation with external actors.Bazaar of Opportunities has a multidisciplinary approach to the subject, bringing innovation, business, legal and network management perspectives together. The findings are based on state-of-the-art practices of innovative firms in Europe, empirical data collected through interviews and case studies. Through this multidisciplinary approach and the empirical findings, the reader may gain insight on how to be successful in open and networked innovation.