Contents -- Introduction -- 01 Choosing your ground -- New business versus business development -- Where are you? -- Assessing the data -- 02 In a perfect world ... -- The 'perfect' client firm -- How does the client see you? -- 03 Locating your perfect clients -- Cultural fit - why it matters -- The sniper rifle approach -- Technology: a side note -- Being visible -- 04 Your brand: development and management -- What is a brand? -- The brand is you... -- Building your brand statement -- Hot buttons to brand promises -- Your role and the value in resolving pain or delivering dreams -- Linking brand promise and value delivery -- Brand and culture: similar but not the same -- Your USP -- Bringing it all together -- 05 Conversation is the new PowerPoint® -- Perceptions are critical and real (even if they may be incorrect) -- Conversation versus presentation -- Conversational tools -- The new PowerPoint® -- 06 The wiring diagram of the client firm: seeing the influence connections -- The primary buyer with the NABAC -- The various buying roles -- Mapping the client firm: a process -- Questions to clarify roles -- What drives the client? -- 07 Maximizing success in your meetings -- Meetings in general -- Avoiding problems with meetings -- Writing great proposals -- 08 Managing your delivery and the client's expectations -- Quality assurance (QA) -- Delivery, client ownership and CRM -- After-action reports and feedback loops -- Milestones -- Pulling the plug -- 09 Winning referrals and repeat business -- Five referral errors - and how to avoid them -- Internal versus external referrals -- Repeat business -- Planning and process -- Strategic account leadership (SAL) -- 10 Building systems into your business -- Business organization -- Checklists -- Time allocation -- Client relationships and contacts.

Corporate knowledge and documents -- Why bother with systems? -- 11 Putting it all together: a one-month implementation plan -- Action plan overview -- Action plan to-do list and timings -- Mapping things out -- The right people -- And finally... -- Further reading -- Resources -- Index.