Duncan MacPherson & David Miller 
Breakthrough Business Development 
A 90-Day Plan to Build Your Client Base and Take Your Business to the Next Level

Increase Profits, Be more Organized, attract a Higher Quality &
Quantity of Referrals, Run Your Business so That It Doesn’t Run
You, Take Your Business to the Next Level… With Breakthrough
Business Development!

Breakthrough Business Development shows you how to attract and keep
great clients, while running a profitable and efficient business.
It helps every knowledge-for-profit professional to maximize your
most valuable client relationships, and to develop a personalized
business development plan to mine the untapped potential in your
business.

Praise for the Pareto System, Featured in Breakthrough Business
Development.

‘I am just beside myself on the results gathered so far from
instituting the Pareto System. I use an agenda for meetings now and
have formulated a standard package given to new clients. Already I
have sent out twenty thank-you cards to new referrals. I even got a
referral from a referral if that makes sense. Some clients didn’t
know that I was still expanding my business. I am also finding
advocates that I didn’t classify as such. Opening twenty accounts
in this short time span is amazing but already I have another ten
leads in the pipeline. You guys were right, it does work.’

‘We have been building client relationships for 45 years… Pareto
Systems successfully helped us to pause and then guided us through
the process of defining the appropriate business structure and
systems which will strengthen and enhance our best client
relationships. We are now focusing on a comprehensive, systematized
program for select clients. The results have been amazing-client
satisfaction is way up and so are revenues.’

Table of Content

Preface.

Acknowledgements.

Introduction: Overview of Our STAR Business Planning
Process.

Part I: Strategic Analysis (Weeks 1-4).

Chapter 1. Your Untapped Opportunities.

Chapter 2. Marketing Pillars and the Loyalty Ladder.

Chapter 3. Your Overlooked Vulnerabilities.

Chapter 4. The Creation and Benefits of a Procedures Manual.

Chapter 5. Client Classification and Triple-A-An Ideal Client
Profile.

Chapter 6. Build Client Chemistry with FORM.

Part 2: Targets and Goals (Week 4).

Chapter 7. Success Is Achieved by Design, Not by Chance.

Part 3: Activities: Your Business Development Actions (Week
5-12).

Chapter 8. Establish a Client-Centered Code of Conduct Using
DART.

Chapter 9. Deserve.

Chapter 10. Ask.

Chapter 11. reciprocate.

Chapter 12. Thank.

Chapter 13. Prospect Target Marketing.

Part 4: Reality Check (Week 12).

Chapter 14. Holding Yourself Accountable.

Actionable Templates Archived on href=’http://www.paretoplatform.com/’>www.paretoplatform.com.

About Pareto Systems Customized Coaching and Consulting
Services.

Pareto Platform Spotlight.

A Call to Action for Coaches Looking for Help with
Implementation?

Index.

About the author

ABOUT THE AUTHORS

DUNCAN MACPHERSON & DAVID MILLER co-founded Pareto Systems in 2000, after a successful multi-year strategic alliance between their two original firms, Duncan Mac Pherson & Associates and Mindset Systems and Solutions.

Duncan has been working closely with entrepreneurs for over 15 years. His previous company provided marketing and business development consulting services, as well as high-level business development seminars, to top business people from a variety of industry sectors. David has been providing tactical practice management consulting services for over 15 years. With an amazing fixation on implementation, David has an unrivalled ability to help entrepreneurs translate time-tested ideas into measurable results.

Together, Duncan and David lead a team of professionals at Pareto Systems who help entrepreneurs improve their practice management and business development systems while capitalizing on the Pareto Principle–the 80/20 rule. They are co-creators of the Pareto Platform, an on-demand web-based business development client relationship management (CRM) dashboard.

Duncan and David have a track record of showing entrepreneurs how to attract and keep great clients, while running a profitable and efficient business. They travel throughout North America working with corporate clients, and delivering seminars and keynote speeches. Their clients include RBC, Fidelity Investments, Franklin Templeton Investments, Transamerica and Wachovia Securities.

For more information, visit: www.paretoplatform.com