How to Win Friends and Influence Profits: The Art Of Winning More Business From Your Clients
- 1h 48m
- Chris Cowpe, David Kean
- Cyan Communications Ltd.
- 2008
The people who can build and nurture client relationships are the real heroes in business. Why? Because revenue from existing client relationships drops straight to the bottom line. It is the best kind of growth a company can have - better than winning new clients and better than acquiring new companies - because it is high-profit growth. All of the most successful and most profitable organisations have a systematic and methodical approach to driving development of their existing clients. This book will share those systems and methods to help all businesses to capitalise on the value of their precious, but under exploited, client relationships.
In this Book
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How to Win Friends and Influence Profits—The Art Of Winning More Business From Your Clients
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Definitions
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Organic Growth: Finding Cinderella In Every Professional Services Firm
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Why Organic Growth Is So Valuable
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What Should Happen – But Doesn’t
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If You Don’t Believe You Can Help, Don’t Try To Sell
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Good Practice, Better Practice
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The Four Different Types Of Organic Growth
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Overcoming The Internal Barriers To Organic Growth
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Setting Your Organization Up For Effective Cross-Selling
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The Three Different Phases Of Business Relationships
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Spend More Time With The Right Clients
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How To Communicate Better With Clients
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Thinking More Creatively About Clients’ Business Issues
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Organizing Your Thinking: The NISE Framework
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How To Use Questions To Identify Your Clients’ Real Needs
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How To Structure Meetings And Conversations With Clients – The FODA Technique
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The Builder’s Tale – FODA In Practice
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Knowing When To Ask For More Business
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