The LBDM: The Field Operator's Playbook — written from the road, not about it. The retail customer you see is the tip of an iceberg: the calls, the quotes, the follow-ups and the dead ends behind one delivered order. Eighteen chapters and live tools on self-generated, delivery-date-paid, relationship-built business — won against a supplier who already has the account.
Field business development is not showroom selling. It's self-generated, it's paid on the delivery date months away, it's built on relationships, and it's usually won against a supplier who already holds the account. Nobody hands you a manual for that — you learn it in the quiet weeks when the pipeline looks empty and you have to trust the maths. This playbook is that maths, and that map, from someone who's driven the road. Why these exist →
The spine of the role: how many calls, conversations, meetings and quotes sit behind one delivered, paid order — so you stop panicking in the quiet weeks because you know what's coming.
The scripts and the qualification: earning the diary slot, and knowing which inbound referral is worth the drive and which isn't.
Who really decides in a fleet or business deal — and how to map and work the whole unit, not just your first contact.
How to win an account someone else already holds — the long game of relationship, timing and whole-life value.
The commercial literacy the field demands: whole-life cost, and the funding routes that move a fleet decision.
A tool you build as you go — accounts, stage, next action — so the territory lives in one place, not in your head and a glovebox of notes.
Moving from showroom or exec sales into self-generated field business.
Owning a territory, a pipeline and a number paid months out.
Who manage field teams and need to understand the trade they're leading.
Opens in your browser, eighteen chapters across tabs, with live pipeline and territory tools. Nothing to install; works offline on an iPad in a service-station car park.
A "Day One in the Field" chapter and the crossover from exec to LBDM — so someone stepping into the road has a map, not just a territory and a set of keys.
These aren't theory. They're the manual nobody handed me — written from three decades on the dealership floor, one hard-won lesson at a time. The questions worth asking and the answers worth keeping, organised at last, by someone who worked it out the slow way so you don't have to.
The field rewards the operator who plans. The free SMART AI guide library builds the judgement — Delegation, Description, Discernment, Diligence — you can carry into your territory plan and your week.
Explore the free guides →