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ISBN: 1576752402Издательство: Berrett-Koehler Publishers
Using a fable format, this first entry in Berrett-Koehler's new Ken Blanchard series of fun and practical business books offers a simple approach to getting a steady flow of referrals of prospective customers and clients. The story follows Susie McCumber, who's about to give up on her business. Before she returns to an unsatisfying job, a friend refers her to a mysterious person named David Michael Highground. This leads her to something new: treating business relationships as long-term investments (realizing the lifetime value of a client) as opposed to short-term investments (getting the sale and moving on). McCumber - and the reader - learns that investing in a system that projects integrity, character, and service will ultimately reduce stress, buildself-esteem, and create a lasting, enjoyable business.