{"product_id":"9780071825894","title":"The Opening Playbook: A Professional's Guide to Building Relationships that Grow Revenue","description":"YOUR GAME PLAN FOR WINNING BUSINESS RELATIONSHIPS  \u003cp\u003eJust like a football game, client building requires a solid strategy executed by a series of well-designed plays. While the ultimate objective of a sports team is to put points on the board, the plays are designed to systematically get the team into scoring position. The score itself--a touchdown, a goal, a home run--is the closing play. But you can't get there without great opening plays.\u003c\/p\u003e  \u003cp\u003eIn the world of business development and sales, getting into scoring position means being in the room with decision makers and influencers--and that's what \u003ci\u003eThe Opening Playbook\u003c\/i\u003e helps you to do.\u003c\/p\u003e  \u003cp\u003eBusiness development guru Andrew Dietz takes you step-by-step through the process of getting yourself into the ideal position to sell your services, whether you're a one-person operation or work for a major firm.\u003c\/p\u003e  \u003cp\u003eTaking on the role of your coach, Dietz shows you \"game footage\" of Sam Wentworth, a law firm associate on the cusp of becoming a partner. But first he has to prove himself on the field of play by demonstrating his business development abilities. Meanwhile, the play clock is getting close to zero . . .\u003c\/p\u003e  \u003cp\u003eThroughout \u003ci\u003eThe Opening Playbook\u003c\/i\u003e, Dietz stops the film at critical points, showing you where Sam succeeds and where he trips up. He provides the powerful opening-drive plays (best practices for establishing authentic business relationships), analyzes the defense (obstacles in the way of the success), and suggests audibles (on-the-spot tactical modifications to answer unplanned-for challenges).\u003c\/p\u003e  \u003cp\u003eThe team with the best plan usually wins the day. Put yourself several steps ahead of the competition and develop winning business relationships with \u003ci\u003eThe Opening Playbook\u003c\/i\u003e.\u003c\/p\u003e  \u003cp\u003e\u003cb\u003ePRAISE FOR \u003ci\u003eTHE OPENING PLAYBOOK\u003c\/i\u003e:\u003c\/b\u003e\u003c\/p\u003e  \u003cp\u003e \u003ci\u003e\"Dietz outlines both the behavioral pitfalls to avoid and the disciplines to embrace on one's path to truly connecting with clients. Truly honest instruction from the Lombardi of business development coaches.\"\u003c\/i\u003e -- James H. Gilmore, coauthor, \u003ci\u003eThe Experience Economy\u003c\/i\u003e and \u003ci\u003eAuthenticity\u003c\/i\u003e\u003c\/p\u003e  \u003cp\u003e\u003ci\u003e\"Andrew Dietz inspires you to create great conversations with your prospects so that you become a valuable, trusted advisor. If you want long-term relationships with your clients, this is the book for you.\"\u003c\/i\u003e -- Shawn Kent Hayashi, author of \u003ci\u003eConversations that Get Results\u003c\/i\u003e and \u003ci\u003eInspire Collaboration\u003c\/i\u003e\u003c\/p\u003e  \u003cp\u003e\u003ci\u003e\"If you want to have your clients for life, you must read \u003cb\u003eThe Opening Playbook\u003c\/b\u003e! A great storyteller, Andrew Dietz provides invaluable insights on how to become a trusted advisor.\"\u003c\/i\u003e -- Jagdish N. Sheth, Charles H. Kellstadt Professor of Marketing, Emory University, and author of \u003ci\u003eClients For Life\u003c\/i\u003e\u003c\/p\u003e  \u003cp\u003e\u003ci\u003e\"Dietz provides a great blend of strategic and tactical advice, wrapped in great stories and examples. It's an enjoyable and VALUABLE read!\"\u003c\/i\u003e -- Bill Cates, author of \u003ci\u003eGet More Referrals Now\u003c\/i\u003e and \u003ci\u003eBeyond Referrals\u003c\/i\u003e\u003c\/p\u003e  \u003cp\u003e\u003ci\u003e\"Andrew Dietz is a master at building relationships, and his book is filled with insightful ideas and useful strategies.\"\u003c\/i\u003e -- Alan Deutschman, author of \u003ci\u003eWalk the Walk\u003c\/i\u003e and \u003ci\u003eChange or Die\u003c\/i\u003e\u003c\/p\u003e","brand":"McGraw-Hill Education","offers":[{"title":"Default Title","offer_id":47105673527536,"sku":"9780071825894","price":28.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9780071825894_p0.jpg?v=1763636493","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9780071825894","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}