Offering Clarity to the Topic go Business Development.

1. The Independent Agent in Business Development
Norm Erwin, Owner
NTE Business Services LLC
norme@ntebs.com
585-314-1824

2. And so these men of
Indostan Disputed loud and
long, Each in his own
opinion Exceeding stiff and
strong, Though each was partly in
the right, And all were in the wrong!
The Blind Men and the Elephant John
Godfrey Saxe (1816-1887)

3. Business Development Defined*
• Creating Long Term Value from a Customer, a
Market or Strategic Relationship
• IT technology or solution based
• Often Collaborative with technology / application /
service partner
• Based upon negotiated Statement of Work
• Level of service and delivery based on retainer
* Scott Pollack
Article “Business Development and Partnership
http://startofthedeal.com

4. Creating Long Term Value from Customers,
Markets and/or Relationships
• An external executive resource available to pursue a long
term value based opportunity selected to support growth
• Customer Sponsor and Company Goals in Alignment
• Win – Win for all parties involved
• Identify and directly pursue or coach to capture a long term
opportunity for a new sustainable market
• Enable “C” Level Sponsorship on all sides for Strategic
Opportunities (Relationships)

5. Customers We Like
• Minimum $5M Annual Sales with and a sustained mission,
vision and purpose
• Invested in Marketing ≥ 10% of Sales
• Brand management robust and energized
• A mandate to innovate
• Consistent (organization wide) priorities and goals
• A company climate based on respect for the individual, a
culture of accountability
• An organization with low turnover

6. We also coach, recommend or partner for
• Lead generation
• Lead qualification
• Telemarketing
• Appointment setting
• Chasing the deal of the day
• Sales and marketing collateral
• Press release

7. Summary & Motivation
• Share & Leverage 30+ years experience with
• Imbedded Systems OEMs and Systems Integrators
• Healthcare Systems & Printing Systems OEMs
• Health Information Applications Providers
• Corporate Telecom & IT Outsourcing Initiatives
• Major Computer Systems Manufacturers
• Stop Selling. Start Helping – Zig Ziggler

8. The End
&
Thank You
NTE Business Services LLC
Innovation on Loan
Norm Erwin, Owner
585-314-1824