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00-0002 FS Bus Dev Topic Index 20080404

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					    Full Spectrum Business
    Development Program

       Topic Index
                             Topic Number 00-0002
                                           The

                                           Full Spectrum
                                           Business Development Program




     This Topic Index is a listing of all the Topics in the Full Spectrum
     Business Development Program. The list changes from time to time
     as development of the Program continues.




This document is confidential and proprietary to the Business Breakthrough
Company, Inc. It is protected by federal and international copyright laws. No
unauthorized copying, revision, adaptation, distribution, or display is permitted.
Developed and written by Alex Alexander, April 4, 2008
00-0002              Full Spectrum Business Development Program – Topic Index


      The Full Spectrum
 Business Development Program
          Topic Index
Basic Framework:
The Business Pyramid.
Management                                             The Business
   01-0000 Leadership
   02-0000 Systematics                                   Pyramid                       RESEARCH

   03-0000 Supervision                                                                   REACH

Resources                                                                            RELATIONSHIPS

   04-0000 Financial Resources                                                   MARKETING
   05-0000 Humane Resources
   06-0000 Business Resources                                                  PRODUCTION
Marketing                                                                            PRODUCTION &
   07-0000 Market Research                                          LEADERSHIP         DELIVERY           FINANCIAL
                                                                                       SYSTEMS
   08-0000 Marketing Reach                                          SUPERVISION                            HUMANE
   09-0000 Marketing Relationships                                 SYSTEMATICS                            BUSINESS
Production                                                  MANAGEMENT                             RESOURCES
   10-0000 Production & Delivery
Each subject covered is called a “Topic.” Each Topic will be covered in a 10 to 20 page
document plus worksheets and examples, which will cover the principles of that aspect of
business development.



The Full Spectrum Business Development Program
     Topic Number and Title                              Comments
00-0001                         Explains the Business Pyramid and the overall Coaching
Introduction to Full Spectrum   Program. Includes key elements of business philosophy, the
Business Development            Top Ten Principles of Full Spectrum Business Development,
                                and the Program Topic listing.
00-0002                         Lists the Topics that comprise the Full Spectrum Business
Full Spectrum Business Develop- Development Program. Updated from time to time as
ment Program Topic Index        perpetual development occurs.

                              01-0000 MANAGEMENT – LEADERSHIP
01-0010                                    Outlines the general theory of Full Spectrum leadership and
Introduction to Full Spectrum              sets forth the structure of the leadership development part of
Leadership                                 the program.


  This document is confidential and proprietary to the Business Breakthrough Company, Inc. It is protected
by federal copyright laws. No unauthorized copying, adaptation, distribution, or display are permitted. 200710      2
00-0002               Full Spectrum Business Development Program – Topic Index

     Topic Number and Title                                                Comments
                           LEADERSHIP – FOCUS ON THE LEADER
01-0100                           Defines Core Purpose and explains the four paths to
Core Purpose                      discovering your own Core Purpose.
01-0101                           The workbook clients can use to explore and define their Core
Core Purpose Workbook             Purposes
01-0110                           Mindsets, prioritization, and time management to make you
Personal Productivity             productive.
01-0120                           An overview of leadership, the “Rule of Three” for effective
Leadership in the 21st Century    leadership, and the basic principles that guide leadership in
                                  any situation.
01-0130                           The four capabilities required of leaders in any situation and
Essential Leadership Capabilities how to evaluate yourself (and others) to determine the degree
                                  to which these capabilities are developed within you.
01-0131                           A tool for self evaluation of the degree to which the four
Evaluation Questionnaire,         essential leadership capabilities are developed within you.
Essential Leadership Capabilities
01-0140                           A process for identifying the two kinds of barriers to effective
Identifying Leadership Barriers   leadership.
01-0150                           Different situations call for additional leadership capabilities in
Situational Leadership            addition to the essential four. This Topic shows you how to
                                  determine which additional capabilities are needed for the
                                  situation you face as a leader.
01-0160                           A how-to manual and worksheets for developing within
Leadership Development            yourself the capabilities needed to lead in the specific
Workbook                          circumstances you face as a leader.
                         LEADERSHIP – FOCUS ON THE BUSINESS
01-0200                                     How to define the future of your business and take the first
Strategic Intent                            steps toward achieving it.
01-0210                                     How to identify the driving forces of your business by
Strategic Action                            analyzing its strengths, weaknesses, opportunities, and
                                            threats; implications for business development.
01-0220                                     Turning Strategic Intent into an effective business plan, a
The Perpetual Business Plan                 business plan that can’t become outdated.
01-0230                                     The systems and resources you need to create in your
Leadership Systems                          business to support your leadership.
01-1200                                     Description of Business Checkup; benefits; expectations;
Business Checkup                            business checkup process
01-1201                                     Detailed checklist of points to be covered in a Business
Business Checklist                          Checkup.
01-1202                                     Business Checkup report from an actual business checkup,
Business Checkup Sample                     company identity disguised
Report
                           02-0000 MANAGEMENT – SYSTEMATICS
02-0100                                     Productive problem solving mindsets; early detection of
System-First Problem Solving                emerging problems; problem solving process; preview of
                                            systems principles




   This document is confidential and proprietary to the Business Breakthrough Company, Inc. It is protected
 by federal copyright laws. No unauthorized copying, adaptation, distribution, or display are permitted. 200710   3
00-0002              Full Spectrum Business Development Program – Topic Index

    Topic Number and Title                                            Comments
02-0200                                    Mapping the work of the business using the Business
Systemizing Your Business                  Pyramid, and using that to guide systems strategy; Top Ten
                                           Systems Hit List; this Topic enables the client to view the
                                           business from a systems point of view and should be used
                                           early in the coaching engagement
02-0300                                    Systems design and system mapping plus helpful hints to
Business Systems                           make systems thinking more effective
02-0301                                    Interactive worksheet for client use in designing and
Business System Worksheet                  documenting their systems
02-0500                                    Business organization using a systems approach rather than
Business Organization                      a people-dependent approach.
02-0600                                    Business quantification; establishing quantified indicators at
Quantifying Your Business, Top             all levels of the business and how to use them to manage the
to Bottom                                  business
         03-0000 MANAGEMENT – SUPERVISION (focus on the person)
03-0100                                    Making subordinates “partners” through respectful
Full Spectrum Supervision                  cooperation and negotiated goals and accountabilities.
03-0200                                    Communicating with employees through company meetings;
The Company Meeting                        preparation, execution, and follow-up
03-0400                                    A tool for monitoring your responsibilities and activities and
Keeping on Top of Things                   those you delegate
                    04-0000 RESOURCES – FINANCIAL RESOURCES
04-0010                                    An overview of financial management of a business, with
Introduction to Full Spectrum              emphasis on the “financial tripod” (the three focal points of
Finance                                    your financial management)
04-0100                                    Accounting as a management information activity, not as
Financial Quantification:                  “bean counting.” The basic architecture of your accounting
Accounting for Your Business               system.
04-0200                                    The first leg of the Financial Tripod. Managing profits by
Profit Management                          managing the underlying building blocks of profit.
04-0250                                    The second leg of the Financial Tripod. Creating the highest
Managing the Owners’ Equity                market value of the business by astute acquisition and
                                           management of its resources.
04-0300                                    Awareness and basic tools for understanding and managing
Cash Intelligence                          the flow of money into, within, and out of your business.
04-0350                                    The third leg of the Financial Tripod. Minimizing the use of
Cash Management                            cash and maximizing the availability of cash. Using cash
                                           resources wisely.
04-0400                                    A tool to improve your strategic thinking, decision making, and
The Breakeven Model                        overall awareness of your business.
04-0401                                    Automated worksheets for tracking your business, making key
The Breakeven Model Workbook               decisions, pricing your products, and more.
04-0500                                    Understanding the financial requirements of a business and
Budgeting and Tracking                     using budget to track and control business activities.
04-0501                                    Worksheets for constructing your budgets and budget tracking
Budgeting & Tracking Workbook              reports.




  This document is confidential and proprietary to the Business Breakthrough Company, Inc. It is protected
by federal copyright laws. No unauthorized copying, adaptation, distribution, or display are permitted. 200710   4
00-0002               Full Spectrum Business Development Program – Topic Index

    Topic Number and Title                                            Comments
04-0600                                     Getting a handle on the financial activities of the business;
Financial Control                           anticipating and avoiding mistakes and malfeasance.
04-0800                                     Advantages, pitfalls, and important aspects of granting credit
Credit and Collections                      to customers; key collection strategies and techniques.
                      05-0000 RESOURCES – HUMANE RESOURCES
05-0100                                     Principles for attracting qualified, skilled staff; screening out
Recruiting Good People                      potentially questionable employees
05-0200                                     A hiring process that starts new employees off on the right
Hiring Good People                          foot and minimizes staff problems later on.
05-0300                                     Describing and documenting job positions; obtaining
Job Agreements                              agreement and commitment from employees; ties in with
                                            Management By Objectives. A cooperative approach.
                     06-0000 RESOURCES – BUSINESS RESOURCES
06-0100                                     Principles and practices for managing business resources
General Administration                      such as facilities, supplies, work environment, and more.
06-0200                                     Management Information Systems from the user point of view;
Principles of Management                    what to include, how to use MIS. Not info systems design –
Information                                 info use.
                        07-0000 MARKETING – MARKET RESEARCH
07-0010                                     Establishing the overall architecture of your marketing
Introduction to Marketing                   functions and how to structure your business so as to provide
Development                                 the best possible customer experience.
07-0050                                     Increasing revenue and growing customers by finding and
Cloning Your Best Customers                 marketing to more like your best customers. Introduction to
                                            basic marketing concepts like target marketing and
                                            demographics.
07-0100                                     The fundamental tool for managing all marketing activities.
The Customer Experience Model               Establishing the lifetime experience of target customers;
                                            identifying the “touchpoints” and how to use them to build
                                            marketing systems in the business.
07-0200                                     How customers think; what distorts their thinking;
The Mind of the Customer                    understanding customer needs; using needs analysis to
                                            develop effective products, services, marketing and sales
                                            systems, communications, customer services, and more.
07-0300                                     Growing the business by finding and targeting new and better
Targeting the Right Markets                 markets. The market segmentation process. Understanding
                                            and using demographics and psychographics.
07-0400                                     Using the Customer Experience Model and The Mind of the
Product Strategy                            Customer to develop products and product marketing
                                            systems.
07-0450                                     Using the Customer Experience Model and The Mind of the
Customer Process Strategy                   Customer to also develop all the other aspects of your
                                            business that have an impact on the customer’s experience.
07-0500                                     Positioning the products and the business in the competitive
Market Positioning and                      market; selecting the product, process, and business factors
Competitive Differentiation                 that set the business apart favorably from competitors.




   This document is confidential and proprietary to the Business Breakthrough Company, Inc. It is protected
 by federal copyright laws. No unauthorized copying, adaptation, distribution, or display are permitted. 200710   5
00-0002              Full Spectrum Business Development Program – Topic Index

    Topic Number and Title                                            Comments
07-0550                                    Creating a distinctive identity for your business in the eyes of
Business Identity and Image                your target customers, and developing the image that
                                           supports that identity.
07-0600                                    Understanding the effects of location, transportation, and
Geographic Markets                         geography on the business. Exploiting advantages and
                                           minimizing disadvantages.
07-0700                                    Balancing the economic needs of customers against the
Pricing Strategy                           economic needs of the business, and gaining competitive
                                           advantage.
07-0800                                    An overview of different kinds of research, when to use each,
Market Research Strategy                   and how to manage the researchers. Not a manual for doing
                                           research.
                         08-000 MARKETING – MARKETING REACH
08-0100                                    Identifying and evaluating effective marketing communication
Channels of Marketing                      channels; using communications to satisfy customer needs
Communications                             and expectations.
08-0200                                    Creating the messages that will influence and attract qualified
Magnetic Messages                          customers in the business’s target markets.
08-0300                                    Integrating channels, messages, and communications
Marketing Communications                   planning.
Strategy
08-0400                                    The three-way branding strategy; advantages of a strong
Brand Strategy                             brand; disadvantages of a weak brand; branding anything.
08-0500                                    Using “free” communications channels to your advantage;
Publicity                                  effective public relations practices; pitfalls to avoid.
                09-0000 MARKETING – MARKETING RELATIONSHIPS
09-0100                                    Sales channels; managing customer relationships during the
Sales Strategy                             purchase decision process and post purchase; building
                                           credibility.
09-0200                                    Sales messages; managing interactions with customers;
Sales Presentations and Scripts            making customers allies not enemies.
09-0400                                    Generating “buzz.” Organized approaches to generating
Referrals and Word of Mouth                referrals and word of mouth; motivating customers to want to
                                           talk about your products and your business
                   10-0000 PRODUCTION – PRODUCTION SYSTEMS
10-0100                                    Systems strategy and practices applied to the fabrication of
Production Strategy for Making             tangible goods (products); key factors in raw materials,
Goods                                      manufacturing, and/or assembly processes.
10-0200                                    Systems strategy and practices applied to service businesses.
Production Strategy for Services
10-0300                                    Balancing production capacity with marketing opportunity.
Managing Business Capacity                 How big should your business be?




  This document is confidential and proprietary to the Business Breakthrough Company, Inc. It is protected
by federal copyright laws. No unauthorized copying, adaptation, distribution, or display are permitted. 200710   6

				
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