Whether you are new to sales and business development or an experienced campaigner looking for new ideas, this book will guide you step-by-step through the sales and business development process, providing practical advice to help you get the results you need. Business Development That Works includes:Proven techniques that you can use immediately in your roleLanguage to use when engaging prospectsExercises at the end of each chapter for you to apply the learning to your own situation Topics include:Effective business developersIdentifying your ideal clientFinding prospectsRefining prospectsApproaching prospectsAttracting prospectsPreparing for a sales meetingBuilding rapportUncovering needsExploring solutionsPresenting compelling solutionsClosing the saleServicing and retaining clientsMaximising performance About the authorRichard Woodward is a business development strategist, trainer and speaker who works with some of Australia’s most dynamic organisations to help them gain new business. His clients range from major corporate and SMEs to leading organisations in the worlds of arts, sports, charities and events.Organisations Richard has assisted include the National Gallery of Australia, Taronga Zoo, St.Vincent de Paul Society and the McGrath Foundation through to Diversified Exhibitions, Priava and Veolia.Richard facilitates strategy sessions and planning days to ensure clients have robust plans that work and inspire the organisation; provides business development, sales and presentation training to ensure people can implement their plans; and delivers keynote presentations at conferences and events.Prior to establishing Richard Woodward & Associates in 2004, Richard worked in sales, marketing and business development roles for the Commonwealth Bank, Sydney Opera House, KPMG, the Royal Automobile Club, Stadium Australia and McCarthy & Stone.
The Organisation for Economic Co-operation and Development (OECD) is one of the least written about and least understood of our major global institutions. This new book builds a well-rounded understanding of this crucial, though often neglected, institution, with a range of clearly written chapters that outline its origins and evolution, bringing its story fully up-to-date, present a clear framework for understanding the OECD, set the institution within the broader context of global governance, outline key criticisms and debates, [and] evaluate its future prospects. Given the immense challenges facing humanity at the start of the 21st century, the need for the OECD as a venue where the world's leading states can discuss, on an informal and ongoing basis, the conundrums of globalization has never been greater." -- Book cover.
This text provides a pioneering and comprehensive analysis of over one hundred international organizations. After introducing the broad historical and contextual settings, the book covers the full range of international organizations including those th
The Washington National Guard boasts a rich and illustrious history. From Neah Bay to Asotin and from Spokane to Grays Harbor, citizen soldiers and airmen have served and sacrificed in both local communities and exotic places: Spokane and Luzon, Whidbey Island and Calexico, American Lake and Bordeaux, Mount St. Helens and Afghanistan. Their story is now brought vividly to life in these photographs and stories. It is offered not only for history buffs but also for the thousands of current and past National Guard members, families, friends, and neighbors touched by their service to state and nation.
Privatization was the fundamental pillar of transition from plan to market in former socialist countries. But little is known about the fate of companies that were privatized in large scale privatization schemes such as mass privatization or management-employee buyouts. This is the first original study aiming to fill this gap. It assesses wholesale privatization schemes in three leading transition countries - the Czech Republic, Poland and Slovenia - in terms of the evolving concentration of ownership and relations to firm performance.
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