With over 650 tips, tactics, techniques and thought provoking business questions, The Financial Times Guide to New Business Development is the authoritative, down-to-earth guide to attracting more customers and clients, getting them to pay the prices you want and influencing them to recommend others to buy from you as well. * What do we have to do to be more successful? * * How do we attract new customers and clients? * * How do we work more effectively with the customers or clients we already have? * * How do we generate more profit? By the time you have read and digested the 650+ tips, tools, techniques and strategic questions in this book you will have the answers to all of these questions. You will also know what to do to get bigger and better results. I am 100% confident that you will find the book engaging, provocative and informative and that, if you follow the steps, you will automatically experience massive improvements in your business development results. - Ian Cooper Shortlisted for the Innovation and Entrepreneurship category in the 2012 Chartered Management Institute's Management Book of the Year Awards.