Interim BizNet - Business Development Services

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Interim BizNet - Business Development Services

  1. 1. © Interim BizNet 2011 - Internal use only<br />
  2. 2. Overview<br />Interim BizNet<br />Clients and Cases<br />B2B Target Markets <br />Challenges Business Development & Sales (BDS)<br />Services<br />How will YOU benefit?<br />Results BDS.<br />© Interim BizNet 2011 - Internal use only<br />
  3. 3. Interim BizNet<br />Consultancy company specialized in Business Development & Sales<br />Unique Concept: support companies to improve new market entrance and market share <br />Passion: Accelerating time to market, lowering sales costs<br />Clients: ICT and Consulting companies, both local, nearshore and offshore <br />B2B Target Market: C-level Contacts at Verticals such as Finance (BFSI), Retail, Telecom and Systems Integrators<br />Contact Errol van Engelen at info@interim-biznet.eu<br />© Interim BizNet 2011 - Internal use only<br />
  4. 4. Clients<br />ICT Companies:<br />Systems Integrators<br />Solution Providers<br />Software Services<br />Consulting Companies:<br />Management Consulting<br />Process Consulting<br />Technology Consulting<br />Local companies > 50 FTE<br />Nearshore/Offshore companies > 500 FTE worldwide.<br />© Interim BizNet 2011 - Internal use only<br />
  5. 5. Case Adnovate<br />Challenge:<br />Adnovate lost 25% of its turnover in 2008, due to the Financial Crisis. They were looking to enter in new vertical markets <br />Solution:<br />Go to Market Plan for Retail and other B2C markets<br />Lead Generation in the above vertical markets<br />Hands-on Business Development & Sales<br />Result:<br />Broader sales funnel<br />Increased number of contracts, more turnover <br />© Interim BizNet 2011 - Internal use only<br />
  6. 6. Case Adnovate<br />Challenge:<br />Finace had broadened their service portfolio with BPO (Business Process Outsourcing) services and wanted to launch this new service. <br />Solution:<br />Go to Market Plan for Business Process Outsourcing<br />Lead Generation according to Plan<br />Result:<br />Broader sales funnel<br />© Interim BizNet 2011 - Internal use only<br />
  7. 7. Case RR Donnelley GDS<br />Challenge:<br />RR Donnelley broadened its European footprint following a $ 425M outsourcing contract with ING. Now they wanted to get more customers for BPO and Service contracts. <br />Solution:<br />Go to Market Plan for Banking, Insurance and Telecom projects<br />Lead Generation in the above vertical markets<br />Hands-on Business Development & Sales<br />Result:<br />Developed a € 50M BPO sales funnel in Finance and Telecom<br />Closed multi-year service contracts with Total Contract Value of € 8M <br />© Interim BizNet 2011 - Internal use only<br />
  8. 8. Case Semantica<br />Challenge:<br />Semantica had one big client (KPN) and wanted to broaden its client portfolio <br />Solution:<br />Go to Market Plan for various vertical markets<br />Lead Generation in these vertical markets<br />Hands-on Business Development & Sales<br />Result:<br />Broader sales funnel<br />Less dependency from KPN<br />Increased number of contracts, more turnover <br />© Interim BizNet 2011 - Internal use only<br />
  9. 9. B2B Target Market<br />Finance (BFSI):<br />Banking<br />Financial Services<br />Insurance<br />Retail:<br />E-Commerce<br />Multi-Label<br />Chain Stores<br />Telecom:<br />Operators<br />Cable<br />Internet Service Providers<br />© Interim BizNet 2011 - Internal use only<br />
  10. 10. Financial Services – C-level Contacts<br />Netherlands: <br />Banking: ABN AMRO, ING, Rabobank, SNS Reaal<br />Insurance: Achmea/Eureko, Aegon, Delta Lloyd, Generali Insurance, NationaleNederlanden<br />Belgium:<br />Later to be explored. <br />© Interim BizNet 2011 - Internal use only<br />
  11. 11. Retail – C-level Contacts<br />Netherlands: <br />Do-it-yourself: Intergamma<br />E-Commerce: Neckermann, Otto<br />Electronics: Media Markt<br />Home & Garden: IKEA, Mandemakers Group<br />Multi-Label: Blokker, Macintosh Retail Group, Maxeda (including Bijenkorf, HEMA, V&D)<br />Supermarkets: Ahold, C1000/Schuitema, Jumbo, Lidl<br />Belgium:<br />Later to be explored. <br />© Interim BizNet 2011 - Internal use only<br />
  12. 12. Telecom – C-level Contacts<br />Netherlands: <br />Colt Telecom<br />Huawei<br />KPN including KPN Retail<br />Tele2<br />UPC<br />XS4All<br />Ziggo<br />Belgium:<br />Later to be explored. <br />© Interim BizNet 2011 - Internal use only<br />
  13. 13. Challenges Business Development & Sales (BDS)<br />External challenges:<br />None or insufficient C-level Contact network in new target markets <br />Fierce competition due to Economic Downturn and the Maturity of the Services, causing Price erosion<br />Loss of market share and margins.<br />© Interim BizNet 2011 - Internal use only<br />
  14. 14. Challenges Business Development & Sales (BDS)<br />Internal challenges:<br />Business Planning: poor strategy in place<br />Product Management: portfolio not in line with market demand<br />Go to Market: no plan, no strategy, me too marketing<br />Sales & Marketing: no C-level contacts, no name awareness. <br />© Interim BizNet 2011 - Internal use only<br />
  15. 15. Services<br />Activities to improve <br />market share and margins<br />© Interim BizNet 2011 - Internal use only<br />
  16. 16. Business Planning<br />Define target markets<br />Define actual needs in target market<br />Define growth strategy <br />Develop short-term Action Plan<br />Develop Business Plan containing Product/Service portfolio, positioning, pricing, customers, competition, onsite/nearshore/offshore policies <br />Focus on Value Creation. <br />© Interim BizNet 2011 - Internal use only<br />
  17. 17. Product Management<br />Define Product/Service needs in target market <br />Define current Product/ Service portfolio<br />Execute Gap Analysis<br />Enhance eventual gaps and integrate in Product/ Service portfolio <br />Open innovation & crowdsourcing<br />Focus on Solution. <br />© Interim BizNet 2011 - Internal use only<br />
  18. 18. Go to Market & Market Entry<br />Define prospective organizations including C-level contacts to leverage direct selling<br />Define Channel Partners to leverage indirect selling<br />Define Analysts to leverage name awareness <br />Focus on Introduction. <br />© Interim BizNet 2011 - Internal use only<br />
  19. 19. Sales & Marketing<br />Prospecting at C-level in target market<br />Interview / discovery meeting<br />Analyze needs and match with services<br />Present services and solutions<br />Negotiate internally and externally<br />Close the Contract<br />Focus on Quality and Price.<br />© Interim BizNet 2011 - Internal use only<br />
  20. 20. Service Components<br />Go to Market Plan:<br />Short (1 week)| Medium (2 weeks) | Long (4 weeks) <br />Lead Generation:<br />Optional<br />Part-time possibility<br />Short (2 weeks)| Medium (4 weeks) | Long (8 weeks) <br />Business Development & Sales:<br />Optional<br />Part-time possibility<br />Short (2 months) | Medium (4 months) | Long (8 months)<br />Rates:<br />Go to Market phase € 600 per day<br />Lead Generation, Business Development & Sales phase € 400 per day plus commission. <br />© Interim BizNet 2011 - Internal use only<br />
  21. 21. How will you benefit from our services?<br />If you are a local (Dutch) ICT or Consulting company and:<br />You want to launch a new service and/or<br />You want to enter a new vertical market and/or<br />You want to improve Time to Market and/or<br />You want to improve your market share in BFSI (Banking, Financial Services & Insurance), Retail and Telecom <br />OR <br />If you are a nearshore or offshore ICT or Consulting company and:<br />You want to enter the Dutch market and/or<br />You want to improve your market share in BFSI (Banking, Financial Services & Insurance), Retail and Telecom<br />Then don’t hesitate to contact Errol van Engelen at info@interim-biznet.eu or call at +31 6 48172640 <br />© Interim BizNet 2011 - Internal use only<br />
  22. 22. Results BDS<br />Accelerated time to market and lower costs in Business Development process<br />Improvement in the Sales and Marketing process <br />Bottom-line: better market entrance, more new business and improved market share.<br />© Interim BizNet 2011 - Internal use only<br />
  23. 23. © Interim BizNet 2011 - Internal use only<br />

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