• Like
Big game hunting 3 cases
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

Big game hunting 3 cases

  • 361 views
Published

Catherine McQuaid, a Toronto-based business-development consultant (www.huntnewbiz.com), has a theory. …

Catherine McQuaid, a Toronto-based business-development consultant (www.huntnewbiz.com), has a theory.

She calls it "Big-Game Hunters in the Urban Jungle."

It's an approach to prospecting that might help you build stronger relationships with hard-to-reach executives.

Published in Business , Sports
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Be the first to comment
No Downloads

Views

Total Views
361
On SlideShare
0
From Embeds
0
Number of Embeds
1

Actions

Shares
Downloads
0
Comments
0
Likes
1

Embeds 0

No embeds

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
    No notes for slide

Transcript

  • 1. Catherine McQuaid CM Associates
  • 2. Business Development Principles
    • Executive outreach
    • Permission-based, pre-qualified conversations
    • Improving the Odds: BIG pipeline
    • Engage ALL stakeholders
    • Messaging: Relevance to various roles’ needs
    • Each business unit is a different opportunity
  • 3.
    • Executive
    • exploratory
    • conversations
    • all biz units
    • Referral
    • to other roles
    • in decision:
    • warm intro
    3. Exploratory conversations with all roles in decision, all biz units 4. Initial project secured; development continues in other biz units 5. Brag about outcomes to other biz units Enterprise-wide vendor status 6. Re-engage: new executives, acquisitions, reorganization
  • 4. Case # 1: Becoming Market-Ready
      • Startup with deadline to repay investors
      • Revenue was unpredictable, no asset value
      • Long-term contracts secured:
      • High-volume, blue chip credit card issuers
      • Future value of contracts a cash asset
      • Co. profitably sold
  • 5. Case #2: Leverage Sector Success
      • Early-stage specialty firm: Fin. Services client
      • Market potential in Canada limited
      • Pricing model depended upon large head-count
      • Top 20 US fin. Ins. targeted for expansion
      • After 3 yrs: 24% growth compounding annually
      • Pref. Vendor status with 7 of 20 US banks
      • Cons. Fin. entrée to other sectors: retail, auto
  • 6. Case #3: Vertical Biz Dev Strategy
      • Point of Purchase design-build offer
      • Bldg. Supplies retailer shift:contractor to DIY
      • Feet-on-the-street: access to “implementers”
      • Outreach: US-HQ Mktg. Exec.
      • Biz Dev investment repaid in 13 months
  • 7. Golden Rules
      • Simultaneous outreach inside multi-line bus.
      • Cold call only once: referrals from there
      • Reconnaissance mission
      • “ THEM” vs. “I” message
  • 8. Big Game Hunting in the Urban Jungle Business
    • Catherine McQuaid
    • Principal
    • Big Game Hunting
    • 416 923 0877
    • cmassociates @ sympatico .ca
    • www. HuntNewBiz .com