Business Development

1st Edition

A Guide to Small Business Strategy

Authors: David Butler
Paperback ISBN: 9780750652476
Imprint: Butterworth-Heinemann
Published Date: 28th August 2001
Page Count: 208


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'Business Development' provides a readable and practical book for the growth and development of businesses. This is primarily a textbook for the NVQ4 Business Development qualification, the Institute of Management Certificate in Owner Management courses, and HND Small business modules, but the text is also an invaluable practical guide to owner-managers of small businesses.

All businesses pass through several stages of growth and it occurs for a number of reasons, such as change in the commercial market, increased customer demand for services or product, higher numbers of customers. Business Development shows how to make the most of this growth and also how to deal with the different types of problems that are encountered along the way.

The book is structured to follow a logical sequence of questions that makes it readily accessible: Where are we now? Where do we want to go? What resources are needed to get there? What sales and marketing policies do we need to develop? It examines the personnel and staffing implications, the efficiency of the current financial management process, and the owner's own abilities to make it all happen. Most important of all it makes the owner-manager takes a long, hard look at the business and where it is really going.

Key Features

First textbook to relate closely to the NVQ4 and IM Certificate course First textbook to relate closely to the NVQ4 and IM Certificate course


Students on NVQ4 Business Development courses; Institute of Management Certificate in Owner-Management course; MBA Programmes; SME development courses; Professional market.

Table of Contents

Preface; The culture shift; Performance review: where are we now?; Planning for the future: where are we going?; What resources will we need?; Developing a sales and marketing strategy; Expanding the market; Understanding customers; Staffing the business; Evaluation financial performance; Planning and obtaining finance; Implementing the strategic plan; Owner-manger: what it takes: Appendix - The revised SFEDI Business Management & Development Standards; Index.


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© Butterworth-Heinemann 2001
Paperback ISBN:

About the Author

David Butler

David Butler is Head of Management Studies at South Kent College and the course leader for the CMI accredited Owner-Manager and CMI Management NVQ, Certificate and Diploma Programmes. He has fifteen years' experience as an owner-manager, and has been involved in research into the training needs of small businesses. He is an External Verifier with the Chartered Management Institute.

Affiliations and Expertise

Kent Business School University of Kent


"...a readable and practical book for the growth and development of businesses ... an invaluable guide to owner-managers of small businesses." Business Executive - Winter 2001