{"product_id":"six-steps-to-creating-profit-9780470554258","title":"Six Steps to Creating Profit","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eAn insightful look at how you can put net profit income at the forefront of your small to mid-sized business\u003c\/p\u003e \u003cp\u003eEnable you to make changes that will create a profitable, sustainable business future, \u003ci\u003eSix Steps to Creating Profit\u003c\/i\u003e authoritatively shows you how to maximize profit for your small to mid-sized, privately-held, service-based business.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eShows how to avoid the business model where all income is devoured by expenses, leaving a valuation that would not render any measurable sales revenue if the business should be sold\u003c\/li\u003e \u003cli\u003eDiscusses how to create a company where actual profit generation is one of the primary goals\u003c\/li\u003e \u003cli\u003eProvides the steps necessary to create true profit\u003c\/li\u003e \u003cli\u003eFeatures coverage of rules of operation, visibility in the marketplace, marketing, cash flow, and management costs\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eDemonstrating how measuring the results of change is vital and part of the ultimate, ongoing, profit-based solution, \u003ci\u003eSix Steps to Creating Pro\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"One theme that runs throughout.... is that small companies need to focus more on setting up integrated, user-friendly computer systems that can help them keep track of what they're spending and earning.\" (\u003ci\u003eCrain's New York Review\u003c\/i\u003e, 29 April 2011)  \u003c\/i\u003e\u003c\/p\u003e\u003cp\u003e\"...teaches you how to promote long-term growth through both economic and personal downturns by staying visible...\" (\u003ci\u003eGovernment Opportunities\u003c\/i\u003e, May 2010)\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eForeword ix\u003c\/b\u003e  \u003cp\u003e\u003cb\u003ePreface xi\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAcknowledgments xv\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIntroduction 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 Changing the Rules of Operation 7\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIncreasing Sales 9\u003c\/p\u003e \u003cp\u003eCross-Selling 9\u003c\/p\u003e \u003cp\u003eRelationship Selling 10\u003c\/p\u003e \u003cp\u003eVertical versus Horizontal Selling 11\u003c\/p\u003e \u003cp\u003eExpanding Your Market 12\u003c\/p\u003e \u003cp\u003eUsing Loss Leaders 14\u003c\/p\u003e \u003cp\u003eBrand Extensions 15\u003c\/p\u003e \u003cp\u003eReplacing Yesterday's Stale\u003c\/p\u003e \u003cp\u003eSuccesses with Today's Winners 16\u003c\/p\u003e \u003cp\u003eDecreasing Expenses 17\u003c\/p\u003e \u003cp\u003eThe Office 17\u003c\/p\u003e \u003cp\u003eCost of Goods 19\u003c\/p\u003e \u003cp\u003eThe Workforce 20\u003c\/p\u003e \u003cp\u003eStreamlining Administration 21\u003c\/p\u003e \u003cp\u003eComputerizing 22\u003c\/p\u003e \u003cp\u003eOutsourcing 25\u003c\/p\u003e \u003cp\u003eStandardizing 26\u003c\/p\u003e \u003cp\u003eRevamping 28\u003c\/p\u003e \u003cp\u003eIn Summary 29\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 Staying Visible and Connected 31\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIncreasing Credentials 33\u003c\/p\u003e \u003cp\u003eThe Basics 34\u003c\/p\u003e \u003cp\u003eAwards 37\u003c\/p\u003e \u003cp\u003eEmployee Recognition 38\u003c\/p\u003e \u003cp\u003eGrowing Affiliations 40\u003c\/p\u003e \u003cp\u003eTraditional Associations 41\u003c\/p\u003e \u003cp\u003eStrategic Alliances 42\u003c\/p\u003e \u003cp\u003eNew Tactics 44\u003c\/p\u003e \u003cp\u003eIn Summary 45\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 Maximizing Cash Flow 47\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eKeeping the Cash Flowing 49\u003c\/p\u003e \u003cp\u003eRetainer Plans 49\u003c\/p\u003e \u003cp\u003eMaintenance Contracts 52\u003c\/p\u003e \u003cp\u003eWorking with the Calendar 53\u003c\/p\u003e \u003cp\u003eManaging the Workload 54\u003c\/p\u003e \u003cp\u003eScheduling Vendor and\u003c\/p\u003e \u003cp\u003eCross-Selling Income 55\u003c\/p\u003e \u003cp\u003eCredit Planning 57\u003c\/p\u003e \u003cp\u003eKnowing Your Budget 58\u003c\/p\u003e \u003cp\u003eIncluding All Possible Income 59\u003c\/p\u003e \u003cp\u003eIncluding All Known Expenses 60\u003c\/p\u003e \u003cp\u003eWorking to the Bottom Line 62\u003c\/p\u003e \u003cp\u003eJob Costing 62\u003c\/p\u003e \u003cp\u003eTime and Billing 65\u003c\/p\u003e \u003cp\u003eIn Summary 66\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 Streamlining Management Costs 69\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChanging the Back-Office Focus 71\u003c\/p\u003e \u003cp\u003eAccurate Information for Ultimate Value 71\u003c\/p\u003e \u003cp\u003eGuarding the Bottom Line 76\u003c\/p\u003e \u003cp\u003eInformation Sharing 78\u003c\/p\u003e \u003cp\u003eManaging for Profit 81\u003c\/p\u003e \u003cp\u003eFixed Pricing 82\u003c\/p\u003e \u003cp\u003eHourly Billing 83\u003c\/p\u003e \u003cp\u003eIn Summary 85\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 Raising the Marketing Bar 87\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNetworking 89\u003c\/p\u003e \u003cp\u003eOnline Networks 89\u003c\/p\u003e \u003cp\u003eBlogs 90\u003c\/p\u003e \u003cp\u003eNews Columns 91\u003c\/p\u003e \u003cp\u003eWeb Conferencing 93\u003c\/p\u003e \u003cp\u003eForums 94\u003c\/p\u003e \u003cp\u003eWebcasts and Podcasts 95\u003c\/p\u003e \u003cp\u003eCovering All Bases 96\u003c\/p\u003e \u003cp\u003eLaying the Groundwork 97\u003c\/p\u003e \u003cp\u003eBlatant Advertising 98\u003c\/p\u003e \u003cp\u003eSubtle Message Spreaders 101\u003c\/p\u003e \u003cp\u003eReferrals 102\u003c\/p\u003e \u003cp\u003eDirect Contacts 103\u003c\/p\u003e \u003cp\u003eStrategizing 105\u003c\/p\u003e \u003cp\u003eStarting at Ground Zero 105\u003c\/p\u003e \u003cp\u003eMeasuring Your Efforts 106\u003c\/p\u003e \u003cp\u003eIn Summary 108\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 Making Everyone a Salesperson 111\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEnlisting the Troops 113\u003c\/p\u003e \u003cp\u003eSpreading the Message 113\u003c\/p\u003e \u003cp\u003eBreaking the Mold 115\u003c\/p\u003e \u003cp\u003eBeing Excellent 117\u003c\/p\u003e \u003cp\u003eCreating a Mantra 120\u003c\/p\u003e \u003cp\u003eKnowing What’s Working 120\u003c\/p\u003e \u003cp\u003eFinding What’s Wrong 121\u003c\/p\u003e \u003cp\u003eMaking It Right 122\u003c\/p\u003e \u003cp\u003eJoining the Club 123\u003c\/p\u003e \u003cp\u003eIn Summary 124\u003c\/p\u003e \u003cp\u003e\u003cb\u003eConclusion 125\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAppendix A: The How-To Guide to Creating Profit 131\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDeciding What Changes Should Be Made 132\u003c\/p\u003e \u003cp\u003eStep 1: Changing the Rules of Operation 132\u003c\/p\u003e \u003cp\u003eStep 2: Staying Visible and Connected 140\u003c\/p\u003e \u003cp\u003eStep 3: Maximizing Cash Flow 143\u003c\/p\u003e \u003cp\u003eStep 4: Streamlining Management Costs 149\u003c\/p\u003e \u003cp\u003eStep 5: Raising the Marketing Bar 153\u003c\/p\u003e \u003cp\u003eStep 6: Making Everyone a Salesperson 159\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAppendix B: Scheduling the Changes 163\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChecklist 164\u003c\/p\u003e \u003cp\u003eStep 1: Changing the Rules of Operation 164\u003c\/p\u003e \u003cp\u003eStep 2: Staying Visible and Connected 169\u003c\/p\u003e \u003cp\u003eStep 3: Maximizing Cash Flow 171\u003c\/p\u003e \u003cp\u003eStep 4: Streamlining Management Costs 174\u003c\/p\u003e \u003cp\u003eStep 5: Raising the Marketing Bar 178\u003c\/p\u003e \u003cp\u003eStep 6: Making Everyone a Salesperson 182\u003c\/p\u003e \u003cp\u003eWorksheets 184\u003c\/p\u003e \u003cp\u003eReevaluating Each Area Over and Over Again in the Future 185\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAbout the Author 187\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIndex 188\u003c\/b\u003e\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49525379760471,"sku":"9780470554258","price":24.29,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780470554258.jpg?v=1731860292","url":"https:\/\/bookcurl.com\/products\/six-steps-to-creating-profit-9780470554258","provider":"Book Curl","version":"1.0","type":"link"}