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Ten slides in Ten minutes - a Perspective on Global Business Development
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Ten slides in Ten minutes - a Perspective on Global Business Development

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Global Business Development is rapidly changing from a centralised model to a distributed model... with greater benefits to an organisation as well as clients.

Global Business Development is rapidly changing from a centralised model to a distributed model... with greater benefits to an organisation as well as clients.

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  • 1. SSTen Slides in Ten Minutes:A Perspective on Global Business Development[Capturing the Hearts and Minds of Prospects & Clients]Presented by:Bill Graham APM.APMPJune, 2013bill.graham@sales-synthesis.co.za
  • 2. 2Agenda• The Sustainable Business Imperative• The Domain for Traditional Sales is Shrinking• Client Classifications are an Imperative• Traditional Global Organisations ‘smother’ National entities• Q&A
  • 3. 3Dominant ExclusiveEmerging PervasiveAbsentSymbioticrelationshipwith clientsSustainabilityMaking the competitors irrelevantProjects ParticularPerforming PertinentPeople PlacesThe Sustainable Business ImperativeBuilding mutually beneficial and sustainable long-term client relationshipsSource: Sales SynthesisMulti-National Companies [MNCs] may embrace anew dawn or a long dark night.Know where you are going
  • 4. The Domain for Traditional Sales is ShrinkingCustomer SalesLevel/ PotentialCustomer Service/Relationship RequirementsLargeSmallLow HighEmergingChannels [incl.Internet-basedSales]Key/GlobalAccountManagementThe shrinkingdomain for thetraditionalsalesforceAdapted, by Melrose Atteridge, from work undertaken by Professor Nigel PiercySuccessful Sales Organisations are embracing Direct Channel and Global Account Management modelsFewManySlide: 4
  • 5. 5A multi-phased process to identify ‘business-relevant’ opportunities that,when closed, sustain a company.What is Opportunity Management?RelationshipBuildingMarketManagementOpportunityScoutingQualificationCraft Solution/sDriveOpportunitiesAccount Management FocusBuilding mutually beneficial and sustainable long-term client relationshipsSuccessful Sales Organisations have clearly defined Opportunity Management Actions – with relevant metricsOpportunity Management ActionsFind the Business‘Centre of Gravity’Use Social Mediato your benefit
  • 6. Client Classifications are an ImperativeOrganisations need to be fully aligned with their prospects, customers & clientsProfitabilityand/orRelationship EffortVolume of Classified TypeHighLowLow HighLoyalNomadicNeedsBasedDiscountPressureImpulsiveSource: Melrose AtteridgeAccountManagement[Complex Solutions]Cafeteria Offerings[Commodity Sales]Slide: 6
  • 7. Different Classifications for Different RequirementsCertain clients require a mix of relationship model/s and channelsProfitabilityand/orRelationship EffortVolume of Classified TypeHighLowLow HighLoyalNomadicNeedsBasedDiscountPressureImpulsiveComplex Salese.g. infrastructure/sCommodity Salese.g. Mobile phonesSource: Melrose AtteridgeSlide: 7
  • 8. 8Global companies permeate their thinking… globallyOne CompanyInvestment/ssupportingbusinessimperativesShared VisionCommunities ofInterestMarket Research,Analysis &InfusionCompetitiveAnalysisKnowledge CompetitionRelationship/sInvestment - timeConflict & Resolution
  • 9. 9Traditional Global Organisations ‘smother’ National entitiesHead OfficeRegional OfficesNational OfficesHead OfficeRegional OfficesNational Offices<operating asindividual entities>National Offices:• agility to compete• local knowledge• Focused on practical &realistic growth• administrative overhead• no local knowledge• additional reporting• invoicing/billingdependent on non-localreward system• local competitors haveadvantage/s• culture clash• receptive gap• ‘one-size fits all’ challengeReciprocalAltruism
  • 10. 10Q&A