TY  - BOOK
AU  - Cooper, Ian
TI  - Business development : : how to win profitable customers and clients 
SN  - 9780273759539
AV  - HD 30.28 .C6632 2012 
PY  - 2012///
CY  - England
PB  - Pearson
KW  - BUSINESS DEVELOPMENT
KW  - BUSINESS PLANNING
N1  - Includes index
; The 21 commonsense business development truths -- Asking the right business questions : a toolkit for business development -- The 20 business development pricing tools, truths and techniques -- Introducing the business development priorities -- Priority 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 leads, opportunities and enquiries -- Personal performance business development skills -- Pulling it all together ... making it happen
N2  - 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
ER  -