Richard Woodward

Strategic Planning Facilitator, Business Development & Sponsorship Training

Call 0414 886 018 | Shop Online

  • Home
  • About
  • Services
    • Strategic Planning & Workshop Facilitator
    • Business Development Training
    • Attract & Retain Corporate Partners & Sponsors
    • Presentation Training
    • Keynote Speaker
  • Workshops
  • Clients
  • Blog
  • Contact

The Book: Business Development That Works

There are plenty of books about sales techniques or how to develop a robust attitude to thrive in sales. There are others that focus on client retention and customer service. Business Development is about taking a holistic approach to developing new business opportunities combining marketing, sales and customer service.

Whether you’re new to business development, have a sales background, or are an experienced campaigner simply seeking new ideas and a fresh perspective, Business Development That Works offers a simple-to-follow process bursting with practical insights and advice to bring the results you desire.

In Business Development That Works, Richard has distilled 30 years of experience working in senior business development, sales and marketing roles at leading organisations in both the UK and Australia, and his extensive experience training and coaching business development and sales teams across Australia and abroad.

Anyone working in a consultative sales environment would benefit from reading this book, including business development managers, sales managers and sales consultants, development managers, corporate sales executives, client relationship managers, client services directors, function and venue coordinators. Especially if you’re keen to avoid the guesswork and implement a clear process and system for repeatable results, this book is for you.

Business Development that Works Richard Woodward

Business Development That Works explains the most crucial concepts of business development clearly and simply. It’s a welcome relief from the jargon-filled business books that frequently over-complicate things, leaving readers discouraged from trying new strategies and feeling far from inspired.

Richard’s processes and methodology reveal him to be a seasoned pro, helping the reader navigate the often tricky path of attracting new clients, while making business development activities robust, thoughtful, effective, and routine.

Richard’s unique blend of commercial experience, relevant qualifications, extensive training experience and broad client base make him a recognised leader in the business development field. From technology and financial services companies, to arts and cultural institutions, charities, sports, events, exhibitions, and city authorities, Richard has helped countless people to improve their business development process in order to compel the right opportunities to them. His process has yielded fantastic results across a broad range of sectors and industries, in a wide variety of situations.

Richard conducted workshops for my Client Relationship team and the improvements in the team's performance has been outstanding. The team's focus has been reinvigorated and we will engage Richard for follow up training again later this year.

John Hildred, Head of Client Relationships, Local Government Super

The development of our people was the critical component in improving our customer service and growing our revenue streams. Over the years Richard has been working with our teams we have seen both the financial performance of our organisation and the satisfaction of our visitors and business partners increase.

Anthony Dunsford, Director Visitor Experience, Botanic Gardens & Centennial Parklands

This book makes Richard’s expertise and experience highly accessible. It’s the perfect introduction to Richard’s process if you’re considering hiring him to speak at your next conference, or for in-house training, consulting or facilitation.

Richard’s approach of emphasising everyday, practical actions that build consistently towards the desired result means you’ll instantly be able to implement what you read. For highly effective, instant results, this book is second-to-none.

Buy The Book
Business Development That Works is also available for purchase in eBook format via the following platforms - click to purchase:
Google Play Badge
Available at Amazon
Available On ITunes
Get it on Kobo

Book chapters

1: Identifying your ideal client

Take the guesswork out of research and business development activities by identifying exactly who you’re seeking to target so you can hone your focus and better invest your limited time, budget and energy.

2: Developing your proposition

Develop a clear, compelling and concise value proposition so that you’re better able to attract your ideal clients.

3: Finding prospects

Learn how to develop a business activity plan that is realistic and robust by better understanding the rate at which your activities translate into new clients.

4: Refining prospects

Not all prospects are created equal. Refining your prospects will free up your time and focus to concentrate your time and energy on high-value prospects.
.

5: Approaching prospects

Make your first impression count by making your first approach truly customer-centric.

6: Attracting prospects

Become magnetic to your prospects – demonstrating your expertise in order to attract your best-fit prospects to approach you.

7: Preparing for a sales meeting

Obtaining a first meeting with a prospect can be challenging – learn how to ensure you’re prepared so that these meetings are efficient and productive.

8: Building rapport

Building rapport is essential for effective business development and sales. Learn how to systematically build rapport and see how this naturally translates into new sales, repeat sales and recurring revenue for the organisation.

9: Uncovering needs

See a dramatic increase in your conversion rate when you learn how to better uncover the needs of your prospects.

10: Exploring solutions

Learn a highly-effective questioning and listening technique that will enable you to explore solutions together with your prospect in order to be far more effective with securing the sale.

11: Presenting compelling solutions

Keep your prospect, client and customer at the centre of all you do and you’ll immediately improve your results. This chapter breaks down every piece of a compelling, winning solution while highlighting where most presentations fall down. Learn the exact steps to present a compelling solution that wins new business.

12: Closing the sale

Learn how to build commitment throughout your relationship with the prospect and how to read buying signals so that you can recalibrate your approach and respond accordingly. Most importantly, provoke action in the prospect towards your desired outcome – yes!

13: Servicing and retaining clients

Explore the mindset, tools and techniques for effective client service and retention so you can make real impact on your client attrition rate.

14: Maximising performance

Your success isn’t just from win-to-win. Learn how to set yourself up for long-term success in business development with effective, science-based techniques to creating a confident, motivated, positive mindset on demand. Plus, how to use your business development experiences to further drive your personal performance.

Buy The Book

If you would prefer an eBook version, they are available from Amazon, Apple/ITunes, Kobo Books & Google Books.

Business Development That Works is also available for purchase in eBook format via the following platforms - click to purchase:
Google Play Badge
Available at Amazon
Available On ITunes
Get it on Kobo

One of the most focused and well thought out business books I have read, it is constructed in a format which makes the content easy to use.

Simon Woolf, Ballantine's Scotch Whisky

Richard Woodward has an ability to uncover and understand a prospects real needs with his world class questioning techniques. He then provides a presentation structure based around those needs that flows seamlessly to the close. The reality is I don't risk walking into a major pitch without seeking his counsel first.

I applaud Richard Woodward for sharing his secrets in Business Development that Works and while it makes for easy reading, it is packed with highly effective 'how to' strategies and tools to increase your sales and create lasting business change. Essential reading for business owners at all levels that want an advantage over their competitors and are keen to grow.

James Barlow, Managing Director, Commercial, Century 21

There is really no one like Richard Woodward in the sponsorship and business development space. Richard's clear, simple, objective and brilliant processes and steps guide the novice, and the seasoned pro, through the often tricky path of sponsorship and business development. Avoid the pitfalls and improve success rates dramatically with Richard's excellent new book. Highly recommended!

Sean Pickwell, Director, Waterfront Entertainment

I read Richard's book just as I was launching my own business and it has been instrumental in the way I approach business development: from working out my ideal client, to running a clear sales pipeline, to preparing for sales meetings, overcoming objections and presenting benefits. Richard shares so many easy-to-implement ideas in such a clear way that it makes you wonder why every business book isn't written this way.

Rob Pyne, Founder X or Y Decisions

I came across Business Development That Works after searching for business development resources relevant to Australia and the Not For Profit sector. Your book delivered on the promise of practical steps and I found it to be a clear useful read - offering ideas, reinforcing practices in their early stages, and guiding us in the right direction for sustainable and long term growth.Thanks Richard.

Amanda Porter, Operations Manager, Mental Illness Fellowship, South Australia (MIFSA)

I cannot recommend this book highly enough. This book really does explain how to conduct Business Development that actually works. It is succinct, logical and practical. You gain a clear understanding of what you should do along with a practical guide to how to. Whether you are very experienced or a novice Business Developer you will feel inspired.

Too many business books I have read could have been conveyed in an article the size of the introduction, with the rest of the book being nothing more than superfluous padding. Business Development That Works is in a different league. It is a relatively slim volume in which every sentence is composed of words of wisdom and every chapter is a vital part of a well-considered and well-constructed Business Development approach. Richard Woodward’s wealth of experience in teaching Business Development oozes out of every page.

I have over 25 years experience in marketing and marketing consultancy across Managing Director and Executive Strategy Director roles, consulting for a variety of companies from the largest like Shell and Unilever through to entrepreneurial brand start-ups like Warner Edwards gin. This book was the most useful of all the business books I read last year. It taught me new things and inspired me to achieve a greater breadth of results than we otherwise would have.

I read it before our biggest pitch last year: it inspired an even greater focus on the client’s needs and a clearer expression of how we could fulfil them better than our competitors. We won the pitch and the Client fed back that we were way ahead of the very respected competition. Perhaps I should read this book before every pitch.

Philip Langford, Executive Strategy Director, bluemarlin

If you’ve read a few books that address how to execute a successful business development strategy and not felt them entirely relevant, you will find this one easy to read and able to be applied easily. The book describes a number of activities and approaches to take which if followed will deliver you the results you seek. Keep it handy and refer to it to keep your business development activities on track and on target.

Bernard Harper, Managing Director, Netreturn Consulting

Richard's book clearly sets out the steps that need to be taken to enjoy a successful marketing plan. His direct approach, combined with real life examples, is a breath of fresh air - pragmatism for the real world!

Ian Cater, Principal Consultant, Atkins

This book provides really useful information and advice in a concise jargon-free way that a busy small business person can easily understand.

Jeremy Chandler-Smith, Family Solicitor, Collaborative Lawyer and Mediator

About Me

Richard is a business development strategist, trainer, speaker and author who has worked with leading organisations since 2004 to help them attract and retain new business.

Find Me

  • LinkedIn
  • Twitter
  • YouTube

Contact Me

Richard Woodward
& Associates Pty Ltd
PO Box 908
Bondi Junction 1355
Sydney, Australia

Phone: + 61 2 8964 4350
Mobile/cell: 0414 886 018

Email: richard@richardwoodward.com.au

NEWSLETTER

Copyright © 2019 RICHARD WOODWARD & ASSOCIATES | PRIVACY POLICY | SITE TERMS & CONDITIONS