Pearson Education Limited
Edinburgh Gate
Harlow CM20 2JE
Tel: +44 (0)1279 623623
Fax: +44 (0)1279 431059
Website: www.pearson.com/uk
First published in Great Britain in 2012
© Ian Cooper 2012
The right of Ian Cooper to be identied as author of this work has been asserted by him in
accordance with the Copyright, Designs and Patents Act 1988.
Pearson Education is not responsible for the content of third-party internet sites.
ISBN: 978-0-273-75953-9
British Library Cataloguing-in-Publication Data
A catalogue record for this book is available from the British Library
Library of Congress Cataloging-in-Publication Data
Cooper, Ian.
The Financial times guide to business development : how to win protable
customers and clients / Ian Cooper.
p. cm.
Includes index.
ISBN 978-0-273-75953-9 (limp)
1. Business planning. I. Title.
HD30.28.C6632 2012
658.4’01--dc23
2012008814
All rights reserved. No part of this publication may be reproduced, stored in a retrieval system,
or transmitted in any form or by any means, electronic, mechanical, photocopying, recording
or otherwise, without either the prior written permission of the publisher or a licence
permitting restricted copying in the United Kingdom issued by the Copyright Licensing
Agency Ltd, Saffron House, 6–10 Kirby Street, London EC1N 8TS. This book may not be lent,
resold, hired out or otherwise disposed of by way of trade in any form of binding or cover
other than that in which it is published, without the prior consent of the Publishers.
All trademarks used herein are the property of their respective owners. The use of any
trademark in this text does not vest in the author or publisher any trademark ownership
rights in such trademarks, nor does the use of such trademarks imply any afliation with or
endorsement of this book by such owners.
The Financial Times. With a worldwide network of highly respected journalists, The
Financial Times provides global business news, insightful opinion and expert analysis
of business, nance and politics. With over 500 journalists reporting from 50 countries
worldwide, our in-depth coverage of international news is objectively reported and
analysed from an independent, global perspective. To nd out more, visit
www.ft.com/pearsonoffer.
10 9 8 7 6 5 4 3 2 1
16 15 14 13 12
Typeset in 9/13pt ITC Stone Serif Std by 3
Printed and bound by Ashford Colour Press, Gosport