Catering can be used alone or in open discussions with your staff.

Contents

1. Advanced Fundamentals

• Evaluate Potential Sales Before Booking Them
• Analyze and Understand Product Lines
• Rank Clients by Importance
• Use a Coding System for Prospects
• Think "Maybe" Before Making a Decision
• Dreams are Part of the Equation
• Create Profit Incentitives to Motivate Staff
• Don't Book Just for Cash Flow
• Downsize Your Volume
  ...and much more

• Being the Market Leader
• Questions to Ask about Your Marketing
• Catering Is Tough to Market
• Foundations of Marketing
• Proven Marketing Targets and Ideas
• Reasons People Buy
• Great Phrases to Use while Marketing
• Learn about Competitors
• Image: Is It Everything?
  ...and much more

• The Kitchen Works with And/Or For the Sales Department
• Kitches Need a Heads-Up and Eyes-Open Management Style
• Culinary and Sales Teams Must Have Meetings
• Creat a Fool-Proof Tasting Program
• Vendors Should Compete for Your Business
• Get a Vendor-Only Phone Line for the Chef
• Salespeople Need Guidelines from Chefs
• Managing Cooking Time
• Create Menu-Specific Weekends
  ...and much more

• Rethink Company Staffing Goals and Procedures
• Eliminate Product Lines
• Common Elements Shared by Great Salespeople
• Thoughts on Finding Staff
• Paying and Rewarding Sales Staff
• What to Look for When Hiring a Salesperson
• A Psychologist Can Help
• Importance of Job Descriptions
• Sample Job Descriptions
• Roman's Opinion: Passion

5. Pricing

• Overview of Pricing
• Pricing from the Buyer's Point of View
• Biggest Pricing Errors
• Caterer's Prices Are Not Respected
• Chicken is Chicken
• Caterer Comes Last
• Costs that Determine Price
• Important Truth about Price
• Factors that Determine Price
  ...and much more

• If You Don't Sell It, You Can't Cook It
• Every Minute Counts
• Reminders when Selling
• Handholding and Buyer Confidence Makes the Sale
• Steps for Successful Selling
• Self-Evaluation Questions for Salespeople
• Seven Mistakes when Selling Weddings
• Shape Up Your Inbound First-Touch Sales Strategies
• Use Team Selling
  ...and much more

• Tipping the Scales to Make teh Sale
• Elements of a Great Written Proposal
• More Ideas for Proposal/Bids
• Additional Phrases for Proposals
• Customized or off the Shelf?
• Proposal Checklist
• Proposal Template #1—Single Page
• Proposal Template #2—Multi-Page/Cover Letter
• Proposal Tempate #2—Multi-Page/Summary of Costs
• Proposal Template #2—Multi-Page/Menu(s)
  ...and much more

• Make Your Policies Part of the Sale Thought on Refunds
• Deposits are Crucial
• Establish a User-Friendly Postponement Policy
• Buyers Need to Understand Policies
• Offer a Credit before a Refund
• Image is Important
• Policies on Leftover Event Foods
• Explain Payment Policies in Advance
  ...and much more

• Measure Management Effectiveness
• Management Test
• Culinary- vs. Sales-Driven
• Drop-Off vs. No Drop-Off
• Monitor Your Company's Hospitality Commitment
• Quick-Fix Management Checklist
• Establish Unfair Fairness
• Explain Plans and Goals to Staff
• Managers Need to Stay Very Close to Staff
  ...and much more

• Starting a Catering Company
• Financial Reporting
• The Basic Catering Equation/Off-Premise Caterer
• The Basic Catering Equation/on-Premise Caterer
• Cost-Center Target Percentages
• Gross Profit Margin by Business Type
• G&A Cost by Business Type
• Cost of Occupancy
• How Much Should I Be Making in Reported Profit?
  ...and much more

• Evaluate Potential Sales Before Booking Them
• Analyze and Understand Product Lines
• Rank Clients by Importance
• Use a Coding System for Prospects
• Think "Maybe" Before Making a Decision
• Dreams Are Part of the Equation
• Creat Profit Incentives to Motivate Staff
• Don't Book Just for Cash Flow
• Downsize your Volume?
  ...and much more