Breakthrough Business Development: A 90-Day Plan to Build Your Client Base and Take Your Business to the Next Level »

Duncan MacPherson (Calgary, AB) and David Miller (Vancouver, BC) are co-founders of Pareto Systems, a team of professionals who help entrepreneurs and professionals improve their practice management and business development systems. Pareto Systems’ clients include Fidelity Investments, Merrill Lynch, Franklin Templeton Investments, American Express, and TD Waterhouse. Both travel frequently across North America delivering seminars and keynote speeches and also are co-creators of the Pareto Platform, an on-demand web-based business development dashboard.

For Entrepreneurs Who "Think For A Living." Run Your Business So That IT Doesn't Run You. Take Your Business to the Next Level...with Breakthrough Business Development.

If, as the Pareto Principle states, 80 percent of your business comes from 20 percent of your clients, do you have a process to ensure that you are investing 80 percent of your time with those most deserving clients?

Achieving a business breakthrough is done by design, not by luck or chance. BREAKTHROUGH BUSINESS DEVELOPMENT offers a clear plan to take your business to the next level. It provides a proven system that will help you manage, build, and maximize your client relationships in just 90 days, while you run your business efficiently. The 12-week program is built on the four cornerstones of the STAR System:

• Strategic Analysis

• Targets and Goals

• Activities

• Reality Check

These four simple, proven steps provide the what, the why and the how of running and building an efficient business. BREAKTHROUGH BUSINESS DEVELOPMEANT includes forms and templates, through the authors website, to help you create your own personalized business development plan for attracting and keeping valuable clients.

BREAKTHROUGH BUSINESS DEVELOPMENT is ideally suited for every knowledge-for-profit entrepreneur: financial advisors, accountants, lawyers, insurance brokers, architects, engineers, medical professionals, contractors, mortgage brokers, professional services consultants, entrepreneurs and owners/managers of small and medium sized businesses-or anyone who "thinks for a living."

Preface.

Acknowledgements.

Introduction: Overview of Our STAR Business Planning Process.

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 Client Profile.

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 (Week 5-12).

Chapter 8. Establish a Client-Centered Code of Conduct Using DART.

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 Consulting Services.

Pareto Platform Spotlight.

A Call to Action for Coaches Looking for Help with Implementation?

Index.