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<p><i>About the Authors ix</i></p> <p><i>Acknowledgements xi</i></p> <p>Introduction 1</p> <p><b>1 Lead the pack</b></p> <p>Focus on others’ successes, not your own 9</p> <p><b>2 Drop!</b></p> <p>Unlearn the bad habits that hold you back 19</p> <p><b>3 The welcome visitor</b></p> <p>Make a good first impression 31</p> <p><b>4 Pick up the lead</b></p> <p>Get – then prepare for – a great first meeting 47</p> <p><b>5 Walkies!</b></p> <p>Deliver a great first meeting 73</p> <p><b>6 Keep walking!</b></p> <p>Build momentum in subsequent meetings 95</p> <p><b>7 Become Top Dog (1)</b></p> <p>Write a compelling proposal/business case 109</p> <p><b>8 Become Top Dog (2)</b></p> <p>Nail the final presentation 137</p> <p><b>9 Stay Top Dog</b></p> <p>Lose your fear, and win more 155</p>

<p><i>“I would definitely recommend the book, especially to people who are a ‘one-man band’ and rely solely on their ability to find and secure new business” </i>(B2B Marketing, April 2015)<br /><br /><i>"The book is so packed with resources and advice you might need to read it more than once"</i> (Quality World, December 2015)</p>

<p><strong>Andy Bounds</strong> is a Communication Consultant, working with blue chip organisations all over the world. He is the author of our successful Capstone titles <em>The Snowball Effect</em> and <em>The Jelly Effect</em>. He has decades of experience studying what makes communication work and has worked with thousands of businesses.Andy typically speaks at 30-40 major conferences per year in over 20 countries, addressing tens of thousands of people.?He has delivered keynotes at the Professional Speakers Association conference, as well as for blue-chip companies, Governments, professional bodies and business experts, to name but a few. <p><strong>Richard Ruttle</strong> is a senior partner in Ernst & Young. He is a leading practitioner in developing board level relationships in some of the world's largest companies and his award-winning Relationship development courses have been run for partners ?and senior executives in two of the world's largest professional services companies. His course — on which <strong><em>Top Dog</em></strong> is based - is the highest rated on Ernst & Young's global learning and development system. He has delivered it to 1,000+ of his firm's partners, and continues to be invited to speak at E&Y events around the globe.

<p>'An exceptional book that reinforces the importance of confidence in yourself, and your purpose for those key encounters in business'</p> <p>– Jim Knauss, Global Vice Chair, Global Markets Business Development, Ernst & Young Global Limited <p>Take control and get more of what you want. <p>Everyone wants to be Top Dog. Or to be able to influence the Top Dog. <p>This might be to sell them something, get a job, a pay rise, or clinch a deal on your terms. But it doesn't seem easy. After all, Top Dogs hold all the power. So conversations go the way they – not you – want. <p>Fortunately, it's easier to impress and influence them than you think. Communication experts Andy Bounds and Richard Ruttle have helped thousands of people do just that. In their book <i>Top Dog,</i> they share new, simple ways to: <ul><li>Be more confident when speaking with Top Dogs</li> <li>Instantly impress Top Dogs by improving your first impression</li> <li>Think and speak in ways that set you apart from your competition</li> <li>Talk less about what you do and more about the impact you cause</li> <li>Prepare engaging communications that achieve what you both want</li> <li>Convince them – and yourself – that you're a Top Dog too</li></ul> <p>Most importantly, you'll learn how to make permanent changes to how you interact with others??? so that you impress and influence everyone you meet. <p>'My advice to you? Read this book before your competition does' <p>– Ivan Misner, Ph.D., NY Times Bestselling Author and Founder of BNI® <p>'You can't possibly succeed in business or your personal life unless you know how to persuade. This book tells you how it's done. A revelation' <p>– Drayton Bird, Chairman of Drayton Bird Associates. ex-Worldwide Creative Director and Vice Chairman, Ogilvy & Mather Direct

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