Machine generated contents note: pt. ONE Look Big -- 01.Identity -- Introduction -- What is a mission statement? -- Culture, values and ethics -- Determining your positioning -- Your brand's visual identity -- Wrapping up -- 02.Presence -- Introduction -- Moments of truth... -- Your physical presence -- Your online presence -- Your social media presence -- Wrapping up -- 03.People -- Introduction -- People buy from people... -- Importance of your profile -- Being the go-to expert in your niche -- The extended team -- Wrapping up -- pt. One Look Big - summing up -- pt. TWO Plan Big -- 04.Customer -- Introduction -- Defining your ideal customer -- Knowing your customer - case studies -- Reaching the end user -- Understanding who and what influences your ideal buyer -- Pricing - a key part of your positioning -- Wrapping up -- 05.Competition -- Introduction -- Competitor analysis -- Why you need to know your competition -- Understanding the competition -- Wrapping up --

Contents note continued: 06.Scalability -- Introduction -- What is scalability all about? -- Robust and repeatable processes and systems -- Planning the supply chain -- Ethical and environmental considerations -- Managing cash -- Securing funding -- Protecting your brand -- Wrapping up -- pt. Two Plan Big - summing up -- pt. THREE Pitch Big -- 07.Preparation -- Introduction -- Developing a detailed understanding of each retailer uniquely -- Why does this client really need your offer? -- What is the benefit to the buyer of buying from you? -- What you need to include in your proposal or presentation -- Getting ready to present -- Wrapping up -- 08.Selling -- Introduction -- Planning the outcomes -- Making the initial contact -- Exploratory meeting -- The proposal -- The formal presentation -- Following up -- Wrapping up -- 09.Negotiation -- Introduction -- What is a negotiation and when should it happen? -- Points to negotiate to get your desired outcome -- Walking away --

Contents note continued: Wrapping up -- pt. Three Pitch Big - summing up -- pt. FOUR Get Big, Stay Big! -- 10.Expansion -- Introduction -- Delivering on your promises to secure customer loyalty -- Using case studies to attract more interest from potential customers -- Creating an upward spiral of growth -- Wrapping up -- 11.Replication -- Introduction -- What is replication and why is it so important? -- Developing your robust and repeatable platform -- What areas of business do you need to replicate? -- Your role in the business you've created -- Wrapping up -- 12.Paranoia! -- Introduction -- Why a healthy dose of `paranoia' is important -- Being aware of the threat of new entrants -- Don't assume you know your customer - keep checking! -- Developing a continuous improvement culture -- Wrapping up -- pt. Four Get Big, Stay Big! - summing up.