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Book Chapters - Table of Contents

  

TABLE OF CONTENTS – GLOSSARY OF TERMS
 

VOLUME ONE - 40 “Initial Business Development Modules – Lesson Plans”
                              From “Leadership” to “Solutions”
 

How “Business Smart” Are You: Can you help Ruby Christmas?          Page: 12
                                        “Stretch Your Business Mind” Questions:          Page: 15
 

1. Leadership: The ability to attract & organize others to achieve a specific result
          Integrity, Credibility, Commitment                                              Page: 16  
 

2. I You We: The Three Perspectives of Operating a Business
          Responsibility, Delegation, Teamwork                                        Page: 24
 

3. Ideas: Keeping your mind fresh and your eyes on the horizon.
          Recognition, Creativity, Practicality                                            Page: 32
 

4. Rule of Three: The Triangulation of energies and focus to achieve Success
          Triangulation, Options, Default Positions                                    Page: 40               
 

5. Success: The benefits and results of a successful life
          Joy, Peace & Harmony                                                                Page: 4
 

How “Business Smart” Are You: Can you Help “Joe Slick”?          Page: 56
                                        “Stretch Your Business Mind” Questions:          Page: 59
 

6. Vision: What does the business look like when you call it successful?
          Operations, Detail, Embrace                                                        Page: 60                         
 

7. Focus: The sequences of “intent”                                                      Page: 68
          Importance, Relevance, Impact
 

8. Mission: What customers/clients perceive and want from your business
          Customers, Benefits, Allegiance                                                  Page: 76
 

9. Initial Goals: The first set of goals for your business S.M.A.R.T.
          Importance, Achievement, Results                                               Page: 84
 

10. Attitude: The Entrepreneurial “point of view” that creates Business Success
          Now, Service, Grace                                                                    Page: 92
 

How “Business Smart” Are You: Can You help Mr. BP Oil Slick?          Page: 100
                                        “Stretch Your Business Mind” Questions:          Page: 103
 

11. Skills: Characteristics, Attributes & Talents of business ownership/leadership
          Competence, Excellence, Results                                                 Page: 104
 

12. Model: Determining the economic viability of your business
          Customer, Exchange, Pro Forma                                                 Page: 112
                                                  “Sample Business Models”                 Page: 120
 

13. Plans: Understanding the Structure of a Business Plan
          Goals, Strategies, Tactics                                                             Page: 124
 

14. Research: The critical information that you need to know in order to succeed
          Facts, Data, Metrics                                                                     Page: 132
 

15. Markets: Determining the size & benefit of the playing field
          Who, What, Where                                                                      Page: 140
 

How “Business Smart” Are You: Can You help Cher Beauty?          Page: 148
                                        “Stretch Your Business Mind” Questions:          Page: 151
 

16. Advantages: Developing what makes you special & cool
          Unique, Service, Benefits                                                            Page: 152
 

17. Disadvantages: How do you “measure up” to the competition?
          Competition, Size, Strength                                                         Page: 160
 

18. Demographics: Objective criteria of your customers or prospective customers
          Industry, Age, Financial                                                               Page: 168
 

19. Psychographics: Psychological indicators of your customers
          Motivators, Fears, Benefits                                                          Page: 176
 

20. Cultural Graphics: Each “culture” requires a different approach and language
          Tribe, Identity, Esteem                                                                 Page: 184
 

How “Business Smart” Are You: Can you help Barak Business?          Page: 192
                                        “Stretch Your Business Mind” Questions:          Page: 195
 

21. Temporal Graphics: The “timing” of when your customers buy from you
          Season, Sequence, Perception                                                      Page: 196
 

22. Trust: Customers will only buy from you if they trust you.
          Time, Qualifications, Tribe                                                          Page: 204
 

23. Uniqueness: The “one of a kind” or “few of a kind”
          Distinct, Valuable, Appreciated                                                   Page: 212
 

24. Benefits: It is the “hole” not the drill
          Resolution, Achievement, Result                                                 Page: 220
 

25. Visibility: To play successfully, you must first be seen
          Presence, Energy, Graphics                                                         Page: 228
 

How “Business Smart” Are You: Can You help Manny Football?          Page: 236
                                        “Stretch Your Business Mind” Questions:          Page: 239
 

26. Integrity: Being recognized for a shared set of values
          Upside, Inside, Between                                                              Page: 240
 

27. Credibility: Being perceived as doing what you say you will do
          Reliability, predictability, Trust                                                   Page: 248
 

28. Goals: Determining the Business Goals for the next three to five years
          Revenue, Operations, Team                                                         Page: 256   
 

29. Systems: Internal & External Communications
          Clarity, Function, Enrichment                                                      Page: 264
 

30. Strategies: Conceptual approaches to achieve a desired result
          Dynamic, Thoughtful, Applicable                                                Page: 272
 

How “Business Smart” Are You: Can you help “IBL”?                   Page: 280
                                        “Stretch Your Business Mind” Questions:          Page: 283
 

31. Tactics: The specific actions to implement strategies
          Objectives, Specific, Practical                                                      Page: 284
 

32. Schedules: The specific dates and times to apply the tactics
          Week, Day, Hour                                                                        Page: 292
 

33. Costs: What is the “rate of exchange” to reach your goal?
          Time, Talent, Treasure                                                                 Page: 300
                                                            “GSSTSC Review Time”            Page: 308
 

34. Issues: Known business concerns that do not cause “pain”
          Awareness, Complacency, Acceptance                                        Page: 320
 

35. Problems: Known business concerns that cause acceptable “pain”
          Discomfort, Fear, Attitude                                                           Page: 328
 

How “Business Smart” Are You: Can You help Monica?                Page: 336   
                                        “Stretch Your Business Mind” Questions:          Page: 339
 

36. Needs: Known business concerns that cause unacceptable “pain”
          Crisis, Pain, Action                                                                      Page: 340
 

37. Products: Those tangible items you sell to solve the clients’ “IPN”
          Customers, Perceptions, Benefits                                                 Page: 348
 

38. Answers: The information that you know will “respond” to the clients’ “IPN”
          Knowledge, Communication, Impact                                           Page: 356
 

39. Services: Those services you offer to solve the clients’ “IPN”
          Clients, Relationship, Improvement                                            Page: 364
 

40. Solutions: The systems & strategies you offer to eliminate the clients’ “IPN”
          Resolution, Benefits, Perception                                                  Page: 372
 

How “Business Smart” Are You: Can You help Pitt & Brad?         Page: 380
                                        “Stretch Your Business Mind” Questions:          Page: 383
 

Appendixes: Table of Contents for Volumes Two and Three       Pages 384-397
 

VOLUME TWO – 40 Chapters for Developing Greater Business Success
                                                            …   From “Prices to Action”
 

     How “Business Smart” are you: Can you Help “Big Boy”             Page: 12
                              “Stretch Your Business Mind”                                   Page: 15     
 

41. Prices: The “price points” in which you will operate in the market    Page: 16
           Exchange, Perception, Benefits
 

42. Margins: The difference between your “costs” and the “sale price” Page: 24
          Market, Economy, Perception
 

43. Placement: The strategies & tactics of how you will be “seen”         Page: 32
          In-view, Value, Convenience
 

44. Competition: Who else is playing the same game - the same field   Page: 40
          Comparison, Differentiation, Advantages
          DEVELOPING COMPETITIVE STRATEGIES & TACTICS         Page: 48
 

45. People: Choosing the right people to increase selling price               Page: 52
          Team, Integrity, Credibility
 

     How “Business Smart” are you: Can Your Help “Bunny Boo”    Page: 60
                              “Stretch Your Business Mind”                                  Page: 63
 

46. Position: Applying Demo-Psycho-Temporal-Cultural Graphics       Page: 64
          Perception, Acceptance, Appreciation
 

47. Percentages: Understanding & Applying the “percentages”             Page: 72
          Relationships, Comparisons, Ratios
 

48. Metrics: Applying your “numbers” to comparative analysis             Page: 80
          Analysis, Detail, Focus
 

49. Process: Understanding the effects of “how” affects your prices       Page: 88
          Sequence, Dynamics, Strategy
 

50. Distribution: The “where” and “how” to locate your product           Page: 96
          Range, Distance, Costs
 

How “Business Smart” are you? Can You Help Sky Rocket              Page: 104
                              “Stretch Your Business Mind”                                 Page: 107
 

51. Frequency: How often will you have to create “events”?                  Page: 108
          Quantity, Capacity, Requirements
 

52. Efficiency: How many “events” will you need day/week/month?     Page: 116
          Time, Cycles, Capability
 

53. Opportunity: A compelling message to a Targeted Audience          Page: 124
          Benefits, Perception, Arena
 

54. Strategic Thinking: Seeing, understanding & responding                Page: 132
          Nexus, Triangulate, Foresight
 

55 Time: “Be here now” to empower yourself and master “time”           Page: 140
          Now, Presence, Moment
 

How “Business Smart” are you? Can you Help Mr. Hammer            Page: 148
                              “Stretch Your Business Mind”                                 Page: 151    
 

56. Appearance: What you need to “look like”                                      Page: 152
          Perception, Culture, Affinity
 

57. Identity: The recognition the characteristics of the leaders               Page: 160
          Personal, Integrity, Recognition
 

58. Image: Developing & managing the indicia business perceived        Page: 168
          Company, Social, Culture
 

59. Branding: The communication of meaningful expressions               Page: 176
          Product, Benefits, Perception
 

60. Money: Know where the money comes from & where it is going     Page: 184
          Tracking, Numbers, Math
 

How “Business Smart” are you? Can you Help Mr. Duck                 Page: 192
                              “Multiple Choice Test”                                             Page: 195
 

61. Nexus: Understanding “hubs” and “interconnectedness”                   Page: 196
          Center, Connections, Linking
 

62. Legal: It is important to understand legal options/requirements        Page: 204
          Compliance, Requirements, Responsibility
                    Bonus Time: Going Deeper into Legal Entities                    Page: 212
 

63. Implementation: Time to put your feet in the stirrups and ride        Page: 220
          Application, Courage, Work
 

64. Expansion: Developing more success & business other locations     Page: 228
          Influence, Duplication, Multiplication
 

65. Marketing: Communicating your “message” effectively.                 Page: 236
          Language, Benefits, Perception
 

How “Business Smart” are you? Can you Help Mr. Pig                     Page: 248
                              “Multiple Choice Test”                                             Page: 251   
 

66. Meetings: Getting a check, another meeting, or curiosity or pain      Page: 252
          Money, Meeting, Curiosity
 

67. Advertising: Communicating your compelling message                   Page: 260
          Engagement, Inform. Benefits
 

68. Attraction: Your “presentation” to draw your listener closer            Page: 268
          Cultural, Integrity, Affiliation
 

69. Communication: Understanding communication theory                  Page: 276
          Transmit, Process, Received
 

70. Proposition: Creating a positive and special “attraction/offer”          Page: 284
          Call, To, Action
 

How “Business Smart” are you? Can you help Tom sell balls?          Page: 292
                              “Short Essay Questions”                                         Page: 295
 

71. Products: People do not buy “products”                                         Page: 296
          Tangible, Benefits, Paradox
 

72. Services: People do not buy “services”                                            Page: 304
          Relationship, Benefits. Paradox
 

73. Benefits: People buy “perceived benefits”                                       Page: 312
          Exchange, Solutions, Answers
 

74. Say: Choosing carefully what you say…intention                           Page: 320
          Words, Thoughts, Communications
 

75. Think: What do you want your listener to “think”                          Page: 328
          Curiosity, Reaction, Belief
 

How “Business Smart” are you? Can you help Mr. Grease?            Page: 336
                              “Stretch Your Business Mind”                               Page: 339       
 

76. Do: What do you want your listener to “do” after they “think”          Page: 340
          Motivation, Agreement, Action
 

77. Language: Determining the “ears” of your listener                         Page: 348
          Psychographics, Communication, Comprehension
 

78. Call: A timely question to your listener                                           Page: 356
          Curiosity, Request, Disagreement
 

79. To: The question is specifically designed for your listener              Page: 364
          Psychographics, Identification, Graphics
 

80. Action: Stating clearly what you want them to do “next”                Page: 372
          Response, Acceptance, Exchange
 

How “Business Smart” are you? Can you help Superman?             Page: 382
                              “Short Essay Questions”                                         Page: 385
 

VOLUME THREE – 40 Chapters for Mastering Business Success
                                        “From Client Acquisition to Financial Freedom”
 

How “Business Smart” are you: “Can you Help “Tommy Boy”?          Page: 12
          Multiple Choice Test                                                                   Page: 15
 

81. Client Acquisition: How to attract, sell to and keep customers/clients for life
          Identify, Communicate, Attract                                                    Page: 16
 

82. Customers & Clients: Everyone’s favorite radio station is WIIFM
          Serve, Benefits, Exchange                                                           Page: 28
 

83. Lead Generation: The art & science of identifying/contacting potential clients
          Data, Identify, Communicate                                                       Page: 36
 

84. Lead Conversion: The art and science exchanging of money – products
          Agreement, Exchange, Benefits                                                   Page: 50
 

85. Paradox of a Sale: A successful sale is based upon “disagreement”.
          Perception, Value, Exchange                                                       Page: 58
 

How “Business Smart” are you: “Can you Help Goldilocks”?          Page: 66
          Multiple Choice Test                                                                   Page: 69
 

86. GADECK: Greetings, Approach, Discovery, Editing, Closing, Contract
          Join, Reveal, Solve                                                                      Page: 70
 

87. Target Marketing: Communicating your compelling message to a target
          Culture, Communication, Delivery                                              Page: 78
 

88. Referral Systems: Create a reciprocal, sustaining & profitable referral network
          Integrity, Credibility, Revenue                                                    Page: 86
 

89. Strategic Alliances: The reciprocity of specific WIIFM referral network
          Respect, Reciprocity, Referrals                                                    Page: 98
 

90. Broadcasting: Sending out the message to “all” to hear, see and feel
          General, Communication, Engage                                                Page: 106   
 

How “Business Smart” are you: “Can you Help Snow White”?          Page: 114
          Multiple Choice Test                                                                   Page: 117
 

91. Web Presence: Maximizing what your interest “presence” will create for you
          Internet, Social, Visible                                                               Page: 118
 

92. Internet Strategies: Understanding ballet while rafting on a category 5 river
          Optimization, E-Commerce, Strategy                                          Page: 126
 

93. Social Networks: People will buy from those who have visibility & credibility
          Online, Reputation, Community                                                  Page: 134
 

94. Management: Don’t criticize, condemn or complain support, love, encourage
          Encourage, Delegate, Organize                                                    Page: 142
 

95. Human Resources: How to strategically work with the humans around you
          Skills, Personality, Tribe                                                             Page: 154
 

How “Business Smart” are you: “Can you Help Captain Kirk”?          Page: 162
          Multiple Choice Test                                                                   Page: 165
 

96. Accountability: How to develop and encourage “results” and “teams”
          Agreement, Assessment, Review                                                 Page: 166
 

97. Employees: Your best “assets”, or your worst “liabilities”, tread carefully
          Team, Support, Agreement                                                          Page: 174
 

98. Independent Contractors: Developing outside resources for growth, success
          Goals, Qualification, Services                                                      Page: 182
 

99. Community: We all live in a tribe...their health is our health
          Responsibility, Affiliation, Social                                                Page: 190
 

100. Family: Golden Rule: Treat others the way you wish to be treated
          Commitment, Tribe, Love                                                           Page: 198
 

How “Business Smart” are you: “Can you Help Winnie the Poo”?          Page: 206
          Stretch Your Mind                                                                       Page: 209
 

101. Delivery: Customers want both the “benefits” & “experience”
          Expectation, Professional, Receipt                                               Page: 210
 

102. Customer Satisfaction: Be nice, be professional, satisfy them or lose them
          Acceptance, Acknowledgement, Appreciation                             Page: 218
 

103. Sales Forecasting: The ability to accurately predict future sales and expenses
          Identity, Understanding, Interchange                                           Page: 226  
 

104. Business Footprint: The “eco-cost” of your business…social responsibility
          Environment, Resources, Sustainable                                          Page: 238
 

105. Sales Development: Combining Systems, Strategies & Tactics for sales
          Presentation, Benefits, Delivery                                                   Page: 246
 

How “Business Smart” are you: Can you help “Little Bo Peep”?          Page: 254
          Stretch Your Mind: “Quick Marketing Plan”                               Page: 257
 

106. Love: It is only through truth, freedom, grace, & love that we find peace
          Grace, Forgiveness, Blessing                                                       Page: 258
 

107. Business Financials: Understanding the critical numbers of your business
          Income, Costs, Profits                                                                  Page: 266
 

108. Business Metrics: Defining & graphing the business performance indicators
          Departments, Margins, Percentages                                             Page: 274   
 

109. Business Cash Flow: Applying financial metrics to secure cash  
          Time, Receivables, Capital                                                          Page: 282
 

110. Break-Even Analysis: Three different levels of measuring business success
          Break-Even One, Two, Three                                                      Page: 290
 

How “Business Smart” are you: Can you Help “Jack & Giant”?          Page: 298
          “Stretch Your Business Mind”                                                    Page: 301
 

111. Business Budgets: Setting goals on what you will spend on business                                       
           Forecasts, Receivables, Payables                                       Page: 302
 

112. Expenses: Understanding the fixed & variable expenses of business
          Fixed, Variable, Contingent                                                         Page: 310
 

113. Accounting: The most often used “tool of exchange”; never about the money
          Abundance, Giving, Gratitude                                                     Page: 318
 

114. Ratios: Understanding the dynamic relationships of business “key” indicator
          Systems, Relationships, Analysis                                                 Page: 326
 

115. Strategic Financials: Understanding how to get more from each dollar
          Leveraging, Investing, ROI                                                         Page: 334
 

How “Business Smart” are you: Can You Help “Sand Sour”?          Page: 342
          “Stretch Your Business Mind”                                                    Page: 345
 

116. Financing: Creating the financial resources your need to succeed
          Resourcing, Investing, Borrowing                                               Page: 346
 

117. Leveraging: Understanding how to work geometrically with your resources
          Strategy, Triangulation, Systems                                                 Page: 354
 

118. Transition: Transferring the business to a new owner
          Selling, Partnering, Shares                                                           Page: 362
 

119. Succession: Transferring to Family; The road to peace for many generations
          Training, Management, Transfer                                                 Page: 370
 

120. Financial Freedom: How Financial security will allow you to do what
          Peace, Happiness, Joy                                                                 Page: 378
 

How “Business Smart” are you: Can you help The Prodigal Son?          Page: 386
          “Stretch Your Business Mind”                                                    Page: 389