a Complete Business Development Machine A Collection of Thoughts and Notes Table of ContentsPart 1. Opening Remarks$Chapter 1. Preface and Introduction$Chapter 2. An Observation$Chapter 3. A Business Development MachinePart 2. Marketing and Sales$Chapter 4. Marketing$Chapter 5. SalesPart 3. Operations$Chapter 6. VisionSection 1. Vision Statement Section 2. Mission Statement Section 3. Core Values Section 4. Strategic Planning Section 5. Quarterly Objectives Section 6. Meeting Rhythms$Chapter 7. Team MembersSection 1. Organizational Chart Section 2. Position Expectations Section 3. Team Member Handbook Section 4. Wages and Salary Program Section 5. Hiring Process Section 6. Termination Process$Chapter 8. AccountabilitySection 1. Vision Section 2. Strategic Action Plan Section 3. Team Member Objectives Section 4. Meeting Rhythms Section 5. Evaluation of Successes and Failures$Chapter 9. MetricsSection 1. Vision Section 2. Strategic Action Plan Section 3. Individual Objectives Section 4. Meeting Rhythms Section 5. Scorecards Section 6. Monthly Financial Package$Chapter 10. Processes and ProceduresSection 1. Documentation Section 2. Training Section 3. Meeting Rhythms Section 4. Review and Update Section 5. More Training Section 6. Keep Improving$Chapter 11. Issues and OpportunitiesSection 1. Create List Section 2. Rules to Add and Remove From List Section 3. Meeting Rhythm Set Section 4. Company Objectives Prioritizes (Hedgehog) Section 5. Add to Objectives and/or Delete From List$Chapter 12. What Comes Next?Part 4. More$AppendicesSection 1. Appendix 1 Terms Defined Section 2. Appendix 2 Meetings Defined Section 3. About the Authors Section 4. Notes on Structure Section 5. Tools, Articles, Graphics, and Presentations
