The Financial Times
Guide to Business
Development
The Financial
Times Guide
to Business
Development
How to win protable customers and clients
Ian Cooper
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 identied 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 protable
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
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other than that in which it is published, without the prior consent of the Publishers.
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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 afliation 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.
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Typeset in 9/13pt ITC Stone Serif Std by 3
Printed and bound by Ashford Colour Press, Gosport
To my kids . . . Samantha, Howard, David and the next generation . . . they make
all the business development efforts worthwhile!
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