Conversion: Triggers, Tips, and Tools to Grow Business
Edition: 1
Copyright: 2014
Pages: 180
Edition: 1
Copyright: 2014
Pages: 180
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Conversion is written for entrepreneurs, businesspeople, professionals, and those with a craft or skill who really want more practical tools and to the-point guidance on how to thrive in business . . . not just survive.
Written by a team of successful business consultants, Conversion includes the authors’ opinions and filters that have been shaped by their life experiences, consulting projects, and the lessons learned through making mistakes and hitting home runs!
Including proven business models and written in a clear and concise format, Conversion:
- Provides more ideas to help those who are self-employed to identify profitable revenue opportunities and grow business to a higher level.
- Outlines how to build a business in a way that will actually take most of the pressure off the owners.
- Integrates content that is easily transferrable to reader’s current business opportunities and relevant to his/her business challenges.
- Includes Triggers, Tips, & Tools vignettes to enhance the reader’s business model and profitably grow his/her business.
New Publication Now Available!
Conversion is written for entrepreneurs, businesspeople, professionals, and those with a craft or skill who really want more practical tools and to the-point guidance on how to thrive in business . . . not just survive.
Written by a team of successful business consultants, Conversion includes the authors’ opinions and filters that have been shaped by their life experiences, consulting projects, and the lessons learned through making mistakes and hitting home runs!
Including proven business models and written in a clear and concise format, Conversion:
- Provides more ideas to help those who are self-employed to identify profitable revenue opportunities and grow business to a higher level.
- Outlines how to build a business in a way that will actually take most of the pressure off the owners.
- Integrates content that is easily transferrable to reader’s current business opportunities and relevant to his/her business challenges.
- Includes Triggers, Tips, & Tools vignettes to enhance the reader’s business model and profitably grow his/her business.
Foreword
A Commitment from the Team of Authors
Did you get the memo on Conversion?
About the Writing Team
Endorsements, Praise and Recognition for Conversion
Acknowledgment
Chapter 1 Seizing Opportunities & Confronting Issues
Are you interested in profitable growth?
Redefining Roles for Change
Stakeholders Matter
Learning the Truth
A Secret Sauce for Growth
Conversion Questions
Work Cited
Chapter 2 Boosting Growth
Growth Paybacks and Aggravations
The Expansion Journey
How to Choose?
Organic Growth Choices—Just Build It!
Nonorganic Growth Choices—Just Buy It!
Risk Management
Conversion Questions
Work Cited
Chapter 3 Crafting a Meaningful Playbook
Planning—Pain for Pleasure
Planning Procrastination
Thinking & Learning
Leveraging the Truth
Benchmarking / Industry Sizeup
Business Diagnosis
Writing the Playbook
Conversion Questions
Work Cited
Chapter 4 Creating Financial Rewards
Professional Advisory Services
Financial Nuts and Bolts
Profit Planning
Forecasting
Financial and Marketing Performance Expectations
Supplier Leveraging
Eleven Month-Out Planning and Forecasting
Conversion Questions
Work Cited
Chapter 5 Advancing Relationships and Commitments
Farming and Hunting
Starting a Relationship
Advice-Giving and the Selling Cycle
Targeting
Initiating Contact
Connecting and Discovery
Presenting Solutions
Dealing with Buying Attitudes
Closing
Following-Up and Servicing
Requesting Leads and Referrals
Conversion Questions
Work Cited
Chapter 6 Implementing to Achieve Significance
Registering and Monitoring Actions
Focusing to Achieve
Engaging Staff and Suppliers
What Gets Measured . . . Gets Done
Final Message from the Authors
Work Cited
Foreword
A Commitment from the Team of Authors
Did you get the memo on Conversion?
About the Writing Team
Endorsements, Praise and Recognition for Conversion
Acknowledgment
Chapter 1 Seizing Opportunities & Confronting Issues
Are you interested in profitable growth?
Redefining Roles for Change
Stakeholders Matter
Learning the Truth
A Secret Sauce for Growth
Conversion Questions
Work Cited
Chapter 2 Boosting Growth
Growth Paybacks and Aggravations
The Expansion Journey
How to Choose?
Organic Growth Choices—Just Build It!
Nonorganic Growth Choices—Just Buy It!
Risk Management
Conversion Questions
Work Cited
Chapter 3 Crafting a Meaningful Playbook
Planning—Pain for Pleasure
Planning Procrastination
Thinking & Learning
Leveraging the Truth
Benchmarking / Industry Sizeup
Business Diagnosis
Writing the Playbook
Conversion Questions
Work Cited
Chapter 4 Creating Financial Rewards
Professional Advisory Services
Financial Nuts and Bolts
Profit Planning
Forecasting
Financial and Marketing Performance Expectations
Supplier Leveraging
Eleven Month-Out Planning and Forecasting
Conversion Questions
Work Cited
Chapter 5 Advancing Relationships and Commitments
Farming and Hunting
Starting a Relationship
Advice-Giving and the Selling Cycle
Targeting
Initiating Contact
Connecting and Discovery
Presenting Solutions
Dealing with Buying Attitudes
Closing
Following-Up and Servicing
Requesting Leads and Referrals
Conversion Questions
Work Cited
Chapter 6 Implementing to Achieve Significance
Registering and Monitoring Actions
Focusing to Achieve
Engaging Staff and Suppliers
What Gets Measured . . . Gets Done
Final Message from the Authors
Work Cited
Bill A. Crowe is a marketing professor at St. Lawrence College (Kingston Campus) and a Certified Management Consultant (CMC). He teaches a variety of business-to-consumer (B2C) and business-to-business (B2B) courses with a specialty in venture development, marketing strategy, and profitably growing businesses. Bill has been involved in marketing consulting for 25+ years and continues to be extensively involved with small and medium-sized enterprises that are interested in growing their companies.
Bill was a contributing author to the textbook entitled Marketing Today, published by Holt, Rinehart and Winston of Canada Ltd., Toronto, in 1991. He is the co-author of Canadian Retailing Strategy—Challenges and Change, a textbook published in 1996 by Nelson Canada, Toronto.
Mark Siemonsen is a Professional Engineer who completed his M.B.A. (Marketing) at Queen’s University in Kingston. During his career, he was involved with marketing execution and solution support for manufacturers. Mark has worked in the United States and Canada serving industrial accounts for Dow Chemical and American Bus Products.
Mark was also a contributing author to the textbook entitled Marketing Today, published by Holt, Rinehart and Winston of Canada Ltd. Toronto in 1991. He also co-authored (with Bill Crowe) the retailing textbook entitled Canadian Retailing Strategy—Challenges and Change, published by Nelson Canada, 1996. Mark worked with Bill Crowe on profiling retail leaders in Canada who are included in a book, Retailing—First Canadian Edition, published by Nelson Publishing, which was released January 2008.
Mark completed his Bachelor of Education from Queens University in May 2006 and has been an adjunct professor at St. Lawrence College and Queen’s University with a focus on entrepreneurship, business planning, and communications.
David Dean is a Certified Management Consultant (CMC) and a former senior executive at Hudson’s Bay and Sears Canada. David held senior headquarter positions and managed the buying of Women’s Wear, Cosmetics, and Linens and was responsible for various regional markets. David and his family have also owned and operated companies, giving him firsthand experience to understand and connect with entrepreneurs and their families on real issues. Also, David has been an adjunct faculty member at St. Lawrence College in the venture development area.
His extensive business experience includes the retail industry, channel design, and innovation. David is also known for his expertise in negotiations, account development, sales management, branding, procurement, and profit planning.
Our company has worked with the authors and has experienced the rewards from their methodology to expand a business.
Patrick Murphy, Partner, Secura Financial Group
Business owners and managers need reality based resources such as this book to help them learn to thrive in today’s hyper-competitive marketplace.
Don Comack, President, Comack & Associates Inc.
The approach by the authors has been so helpful to expanding our business and the tools and systems continue to improve the goodwill for the company with less involvement from ourselves!
Avis & Brent Brownlee, Mother / Son Entrepreneurship Team
Best Western Plus Perth Parkside Inn & Spa (Partners)
Metro Grocers, Perth, Ontario (Owners)
A refreshing, practical, and tactical roadmap for any current or aspiring entrepreneur.
Laura Kittner, Principal, Tangent MTW Incorporated Vice President, Renttheprinter.com
We are impressed with the emphasis on thinking about growth and implementing systems to enable growth which has helped our companies and can improve the future of your company.
Adnan & Maria Moussaoui, Serial Entrepreneurs / Owners of Multiple Enterprises
(Town & Country Painting, Bellagio Salon, & Carfa Land Development)
Our company has worked with the authors and has experienced the rewards from their methodology to expand a business.
Patrick Murphy, Partner, Secura Financial Group
Business owners and managers need reality based resources such as this book to help them learn to thrive in today’s hyper-competitive marketplace.
Don Comack, President, Comack & Associates Inc.
The approach by the authors has been so helpful to expanding our business and the tools and systems continue to improve the goodwill for the company with less involvement from ourselves!
Avis & Brent Brownlee, Mother / Son Entrepreneurship Team
Best Western Plus Perth Parkside Inn & Spa (Partners)
Metro Grocers, Perth, Ontario (Owners)
A refreshing, practical, and tactical roadmap for any current or aspiring entrepreneur.
Laura Kittner, Principal, Tangent MTW Incorporated Vice President, Renttheprinter.com
We are impressed with the emphasis on thinking about growth and implementing systems to enable growth which has helped our companies and can improve the future of your company.
Adnan & Maria Moussaoui, Serial Entrepreneurs / Owners of Multiple Enterprises
(Town & Country Painting, Bellagio Salon, & Carfa Land Development)
Conversion is written for entrepreneurs, businesspeople, professionals, and those with a craft or skill who really want more practical tools and to the-point guidance on how to thrive in business . . . not just survive.
Written by a team of successful business consultants, Conversion includes the authors’ opinions and filters that have been shaped by their life experiences, consulting projects, and the lessons learned through making mistakes and hitting home runs!
Including proven business models and written in a clear and concise format, Conversion:
- Provides more ideas to help those who are self-employed to identify profitable revenue opportunities and grow business to a higher level.
- Outlines how to build a business in a way that will actually take most of the pressure off the owners.
- Integrates content that is easily transferrable to reader’s current business opportunities and relevant to his/her business challenges.
- Includes Triggers, Tips, & Tools vignettes to enhance the reader’s business model and profitably grow his/her business.
New Publication Now Available!
Conversion is written for entrepreneurs, businesspeople, professionals, and those with a craft or skill who really want more practical tools and to the-point guidance on how to thrive in business . . . not just survive.
Written by a team of successful business consultants, Conversion includes the authors’ opinions and filters that have been shaped by their life experiences, consulting projects, and the lessons learned through making mistakes and hitting home runs!
Including proven business models and written in a clear and concise format, Conversion:
- Provides more ideas to help those who are self-employed to identify profitable revenue opportunities and grow business to a higher level.
- Outlines how to build a business in a way that will actually take most of the pressure off the owners.
- Integrates content that is easily transferrable to reader’s current business opportunities and relevant to his/her business challenges.
- Includes Triggers, Tips, & Tools vignettes to enhance the reader’s business model and profitably grow his/her business.
Foreword
A Commitment from the Team of Authors
Did you get the memo on Conversion?
About the Writing Team
Endorsements, Praise and Recognition for Conversion
Acknowledgment
Chapter 1 Seizing Opportunities & Confronting Issues
Are you interested in profitable growth?
Redefining Roles for Change
Stakeholders Matter
Learning the Truth
A Secret Sauce for Growth
Conversion Questions
Work Cited
Chapter 2 Boosting Growth
Growth Paybacks and Aggravations
The Expansion Journey
How to Choose?
Organic Growth Choices—Just Build It!
Nonorganic Growth Choices—Just Buy It!
Risk Management
Conversion Questions
Work Cited
Chapter 3 Crafting a Meaningful Playbook
Planning—Pain for Pleasure
Planning Procrastination
Thinking & Learning
Leveraging the Truth
Benchmarking / Industry Sizeup
Business Diagnosis
Writing the Playbook
Conversion Questions
Work Cited
Chapter 4 Creating Financial Rewards
Professional Advisory Services
Financial Nuts and Bolts
Profit Planning
Forecasting
Financial and Marketing Performance Expectations
Supplier Leveraging
Eleven Month-Out Planning and Forecasting
Conversion Questions
Work Cited
Chapter 5 Advancing Relationships and Commitments
Farming and Hunting
Starting a Relationship
Advice-Giving and the Selling Cycle
Targeting
Initiating Contact
Connecting and Discovery
Presenting Solutions
Dealing with Buying Attitudes
Closing
Following-Up and Servicing
Requesting Leads and Referrals
Conversion Questions
Work Cited
Chapter 6 Implementing to Achieve Significance
Registering and Monitoring Actions
Focusing to Achieve
Engaging Staff and Suppliers
What Gets Measured . . . Gets Done
Final Message from the Authors
Work Cited
Foreword
A Commitment from the Team of Authors
Did you get the memo on Conversion?
About the Writing Team
Endorsements, Praise and Recognition for Conversion
Acknowledgment
Chapter 1 Seizing Opportunities & Confronting Issues
Are you interested in profitable growth?
Redefining Roles for Change
Stakeholders Matter
Learning the Truth
A Secret Sauce for Growth
Conversion Questions
Work Cited
Chapter 2 Boosting Growth
Growth Paybacks and Aggravations
The Expansion Journey
How to Choose?
Organic Growth Choices—Just Build It!
Nonorganic Growth Choices—Just Buy It!
Risk Management
Conversion Questions
Work Cited
Chapter 3 Crafting a Meaningful Playbook
Planning—Pain for Pleasure
Planning Procrastination
Thinking & Learning
Leveraging the Truth
Benchmarking / Industry Sizeup
Business Diagnosis
Writing the Playbook
Conversion Questions
Work Cited
Chapter 4 Creating Financial Rewards
Professional Advisory Services
Financial Nuts and Bolts
Profit Planning
Forecasting
Financial and Marketing Performance Expectations
Supplier Leveraging
Eleven Month-Out Planning and Forecasting
Conversion Questions
Work Cited
Chapter 5 Advancing Relationships and Commitments
Farming and Hunting
Starting a Relationship
Advice-Giving and the Selling Cycle
Targeting
Initiating Contact
Connecting and Discovery
Presenting Solutions
Dealing with Buying Attitudes
Closing
Following-Up and Servicing
Requesting Leads and Referrals
Conversion Questions
Work Cited
Chapter 6 Implementing to Achieve Significance
Registering and Monitoring Actions
Focusing to Achieve
Engaging Staff and Suppliers
What Gets Measured . . . Gets Done
Final Message from the Authors
Work Cited
Bill A. Crowe is a marketing professor at St. Lawrence College (Kingston Campus) and a Certified Management Consultant (CMC). He teaches a variety of business-to-consumer (B2C) and business-to-business (B2B) courses with a specialty in venture development, marketing strategy, and profitably growing businesses. Bill has been involved in marketing consulting for 25+ years and continues to be extensively involved with small and medium-sized enterprises that are interested in growing their companies.
Bill was a contributing author to the textbook entitled Marketing Today, published by Holt, Rinehart and Winston of Canada Ltd., Toronto, in 1991. He is the co-author of Canadian Retailing Strategy—Challenges and Change, a textbook published in 1996 by Nelson Canada, Toronto.
Mark Siemonsen is a Professional Engineer who completed his M.B.A. (Marketing) at Queen’s University in Kingston. During his career, he was involved with marketing execution and solution support for manufacturers. Mark has worked in the United States and Canada serving industrial accounts for Dow Chemical and American Bus Products.
Mark was also a contributing author to the textbook entitled Marketing Today, published by Holt, Rinehart and Winston of Canada Ltd. Toronto in 1991. He also co-authored (with Bill Crowe) the retailing textbook entitled Canadian Retailing Strategy—Challenges and Change, published by Nelson Canada, 1996. Mark worked with Bill Crowe on profiling retail leaders in Canada who are included in a book, Retailing—First Canadian Edition, published by Nelson Publishing, which was released January 2008.
Mark completed his Bachelor of Education from Queens University in May 2006 and has been an adjunct professor at St. Lawrence College and Queen’s University with a focus on entrepreneurship, business planning, and communications.
David Dean is a Certified Management Consultant (CMC) and a former senior executive at Hudson’s Bay and Sears Canada. David held senior headquarter positions and managed the buying of Women’s Wear, Cosmetics, and Linens and was responsible for various regional markets. David and his family have also owned and operated companies, giving him firsthand experience to understand and connect with entrepreneurs and their families on real issues. Also, David has been an adjunct faculty member at St. Lawrence College in the venture development area.
His extensive business experience includes the retail industry, channel design, and innovation. David is also known for his expertise in negotiations, account development, sales management, branding, procurement, and profit planning.
Our company has worked with the authors and has experienced the rewards from their methodology to expand a business.
Patrick Murphy, Partner, Secura Financial Group
Business owners and managers need reality based resources such as this book to help them learn to thrive in today’s hyper-competitive marketplace.
Don Comack, President, Comack & Associates Inc.
The approach by the authors has been so helpful to expanding our business and the tools and systems continue to improve the goodwill for the company with less involvement from ourselves!
Avis & Brent Brownlee, Mother / Son Entrepreneurship Team
Best Western Plus Perth Parkside Inn & Spa (Partners)
Metro Grocers, Perth, Ontario (Owners)
A refreshing, practical, and tactical roadmap for any current or aspiring entrepreneur.
Laura Kittner, Principal, Tangent MTW Incorporated Vice President, Renttheprinter.com
We are impressed with the emphasis on thinking about growth and implementing systems to enable growth which has helped our companies and can improve the future of your company.
Adnan & Maria Moussaoui, Serial Entrepreneurs / Owners of Multiple Enterprises
(Town & Country Painting, Bellagio Salon, & Carfa Land Development)
Our company has worked with the authors and has experienced the rewards from their methodology to expand a business.
Patrick Murphy, Partner, Secura Financial Group
Business owners and managers need reality based resources such as this book to help them learn to thrive in today’s hyper-competitive marketplace.
Don Comack, President, Comack & Associates Inc.
The approach by the authors has been so helpful to expanding our business and the tools and systems continue to improve the goodwill for the company with less involvement from ourselves!
Avis & Brent Brownlee, Mother / Son Entrepreneurship Team
Best Western Plus Perth Parkside Inn & Spa (Partners)
Metro Grocers, Perth, Ontario (Owners)
A refreshing, practical, and tactical roadmap for any current or aspiring entrepreneur.
Laura Kittner, Principal, Tangent MTW Incorporated Vice President, Renttheprinter.com
We are impressed with the emphasis on thinking about growth and implementing systems to enable growth which has helped our companies and can improve the future of your company.
Adnan & Maria Moussaoui, Serial Entrepreneurs / Owners of Multiple Enterprises
(Town & Country Painting, Bellagio Salon, & Carfa Land Development)