Chapter 1- Maximising business growth

Financial, process and people management factors behind maximising your company’s growth depend on an array of survival and success factors. And success starts with successful thinking and effective planning to form a clear picture of the future and manage key risks – This chapter will tell you how.

Chapter 2 - Personal Goal Setting

Start with your personal goals and create motivation for change. Think about your personal journey, goals and life mission. By assessing your core values and need for balance you can lift the lid on your capabilities and begin to positively change your daily habits.

This chapter will examine the power of ‘positive programming’, delve into the recesses of the conscious and sub-conscious mind and find out what really makes you tick. We’ve also got the secret of creating your own reality.

So feed your mind and create self-fulfilling prophecies – with new and valuable insights into becoming great.

Chapter 3- Business Planning

This chapter develops the art of strategic thinking – why you need a plan, what it will show you and what its key elements mean to you. And because the route to good business starts with your exit, we can help define your exit strategy and examine potential exit options; advantages and disadvantages.

By analysing your existing customer profile, you can build a model based on lifetime value – and use it as an engine of marketing and growth. We’ll also help your time management and people resource considerations such as defining roles and responsibilities.

Chapter 4 - Winning in an increasingly competitive world

Respond better to the external competitive environment by first aligning your personal and business goals - then drive successful change. Begin by managing your time effectively and prioritising your most valuable tasks – we’ll show you how the qualities of an effective time manager can improve the process of planning, prioritisation, working with others and delegating tasks

Boost your PR presence with an insider’s guide to working with the media. What makes the most effective media strategy. Learn what really makes the news and how to handle media interviews. We’ve also got tips for managing the downside and dealing with crises.

Chapter 5 - Managing customer relationships

Finding and developing quality customers is the holy grail of sustainable business – we have the keys to developing trust and commitment. We’ll help you understand the key differences between transactional v relationship marketing – and the power of guarantees. Proactive customer research can be the basis for providing astonishing customer service – but positive motivation for your team and setting performance standards are vital tools.

Communicating by telephone and dealing with customer complaints requires active listening skills and questioning techniques – our ideas will help you. We also have potent strategies for delivering powerful and creative presentations with impact.

Chapter 6 - Working as a team

Determining and dealing with different personality styles will help motivating others to achieve. But there’s nothing that motivates like meaningful goal setting. Our guide to Key Performance Indicators has KPIs for leadership, marketing, sales and support roles. We’ll also help you learn the signs of positive motivation and de-motivation, and recruit the right staff first time.

Chapter 7 - Developing customer value

Develop the kind of compelling customer value that generates real loyalty by creating and maximising your unique selling proposition (USP) – and learn what drives purchase decisions by using the AIDA formula.

We’ve key insights into launching new products and services and understanding the product life cycle – including how to boost flagging sales by direct response marketing. Our section on proactive selling has informative passages on winning higher value sales, ongoing customer care and the value of testimonial statements in presenting your proposals.

We also survey the concept and benefits of customer insight management, and advanced direct marketing techniques including data warehouse and data mining.

Chapter 8 - Marketing strategies that produce results

Marketing is worthless if it doesn’t increase business. We’ve laid-bare the decision making process in a buyer’s mind so you can select the optimal marketing mix.

We’ve also got a key insight into Triple M™ marketing: how the legendary Triple M™ formula works and what it looks like in action.

Our examination of Immediate Response methods includes detailed advice on how to produce immediate response materials – from creating a headline to building effective closing statements and calls for action.

This most comprehensive marketing master class also features insights into creating profitable alliances and marketing partnerships – and gets all the details right – right down to maximising your presence at trade shows.