The Opening Playbook: A Professional’s Guide to Building Relationships that Grow Revenue
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Introduction:Win The Coin Toss xi
Section 1
Opening Plays
1 Don’t Fumble the Kickoff 3
2 Establish Field Position 13
3 Nail the Opening Series 21
4 Establish Quarterback-Receiver Rhythm 29
5 Develop Pocket Presence 33
6 The Right Play at the Right Time 41
Section 2
Opening Strategy
7 Avoid the Scrum 47
8 Own the Open Field 57
Section 3
Right Connections:The Relationship Advantage
9 The Triple Option Play 77
10 Plan Your Draft Picks 85
11 Respect Your Front Line 97
12 Be a Better Teammate 103
13 Find Open Receivers Fast 109
14 Master the Locker Room Speech 115
Right Conversations:The Information Advantage
15 Run, Pass, Kick 125
16 Call the Right Play 139
17 Command the Huddle 147
18 No Trick Plays 159
Section 5
Right Context:The Experience Advantage
19 Show Your Skills 167
20 Your Prospects Aren’t the Opposing Defense 171
21 Set the Tone for the Team 179
22 Play the Odds 183
23 Get More First Downs 189
Section 6
Open-Ended
24 Stay Open 197
25 Winning in the Red Zone 199
26 Coda and Resources 203
Index 211
Just 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.
In 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 The Opening Playbook helps you to do.
Business 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.
Taking 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 businessdevelopment abilities. Meanwhile, the play clock is getting close to zero . . .
Throughout The Opening Playbook, 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 authenticbusiness relationships), analyzes the defense (obstacles in the way of the success), and suggests audibles (on-the-spot tactical modifications to answer unplanned-for challenges).
The team with the best plan usually wins the day. Put yourself several steps ahead of the competition and develop winning business relationships with The Opening Playbook.
PRAISE FOR THE OPENING PLAYBOOK:
"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." -- James H. Gilmore, coauthor, The Experience Economy and Authenticity
"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." -- Shawn Kent Hayashi, author of Conversations that Get Results and Inspire Collaboration
"If you want to have your clients for life, you must read The Opening Playbook! A great storyteller, Andrew Dietz provides invaluable insights on how to become a trusted advisor." -- Jagdish N. Sheth, Charles H. Kellstadt Professor of Marketing, Emory University, and author of Clients For Life
"Dietz provides a great blend of strategic and tactical advice, wrapped in great stories and examples. It's an enjoyable and VALUABLE read!" -- Bill Cates, author of Get More Referrals Now and Beyond Referrals
"Andrew Dietz is a master at building relationships, and his book is filled with insightful ideas and useful strategies." -- Alan Deutschman, author of Walk the Walk and Change or Die