Planning & the Art of Business Development

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    Planning & the Art of Business Development - Presentation Transcript

    1. MIAMI AD SCHOOL SF - ACCOUNT PLANNING BOOTCAMP PLANNING & THE ART OF ! BUSINESS DEVELOPMENT Matthew Milan, Principal & CEO
    2. mmilan
    3. THREE TOPICS LANDSCAPE ROLE OPPORTUNITY
    4. LANDSCAPE 1
    5. THE UGLY TRUTH ABOUT NEW BUSINESS 1
    6. N EW M O ST S SS W IN BU SI NE T O T HING V E NO IN G HA P LA NN W I TH DO
    7. THIS DOESN’T MEAN THAT YOU HAVE TO ACCEPT IT.
    8. THREE SCALES BIG CLIENTS SMALL CLIENTS UNCLIENTS
    9. BIG CLIENTS = BIG PITCHES
    10. SMALL CLIENTS = SMALL PITCHES
    11. UNCLIENTS = NO PITCHES
    12. FOR EACH SCALE, THERE IS A ROLE FOR PLANNING! BRIEF! BRIEFING! SOLVING!
    13. IN ANY NEW BUSINESS OPPORTUNITY, ASK YOURSELF! “HOW CLOSE DO I NEED TO GET TO THE SOLUTION?”!
    14. BIG = TELESCOPE
    15. SMALL = MICROSCOPE
    16. UNCLIENTS = STETHOSCOPE
    17. WHY DO WE CARE ABOUT UNCLIENTS?
    18. SE IN B EC AU F R LD O HE W O T IN G & VE RT IS Y AD NG ,T HE AR KE TI M NN IN G EW I
    19. THE VALUE OF PLANNING IS IN UNDERSTANDING HOW TO WIN
    20. ROLE 2
    21. NOBODY CARES ABOUT YOU OR YOUR LITTLE STRATEGY 2
    22. THE ROLE OF PLANNING ! IN NEW BUSINESS
    23. USE OF PLANNING ! CAPABILITY VARIES WIDELY, ! EVEN WITHIN ORGANIZATIONS
    24. THE ROLE OF STRATEGY! IN NEW BUSINESS
    25. IN REALITY MOST OF WHAT IS PASSED OFF AS “STRATEGY” IS REALLY JUST A BIG IDEA WITH SOME TACTICS
    26. TRADITIONAL! COMPETITIVE STRATEGY! MODERN! POST COMPETITIVE STRATEGY! PLATFORM STRATEGY! POSTMODERN! OPEN STRATEGY! UNFINISHED STRATEGY!
    27. REGARDLESS OF THE STRATEGIC MODEL YOU APPLY, MAKE SURE YOU UNDERSTAND HOW IT FRAMES OPPORTUNITY AND ADVANTAGE FOR THE CLIENT
    28. TEAM LEADERSHIP
    29. REAL INSIGHT
    30. TRUE STRATEGY
    31. NO BRIEF
    32. ALWAYS BE BRIEFING
    33. DON’T DICTATE, BUT COLLABORATE
    34. BE THE GLUE, NOT THE GURU
    35. OPPORTUNITY 3
    36. A TRULY POSTMODERN APPROACH TO NEW BUSINESS 3
    37. PLANNING 2.0! HACKING THE ROLE!
    38. PLANNING 1.O IS ROLE BASED
    39. PLANNING 2.0 IS CAPABILITY BASED
    40. FOR NEW BUSINESS ACTIVITIES, THIS MEANS BEING ADAPTABLE.! PUTTING AS MUCH OF YOUR CAPABILITY AS POSSIBLE TO THE EDGES OF THE TEAM.
    41. THIS MEANS BEING ABLE TO CHANGE YOUR ROLE AND POINTS OF INPUT TO BEST INFORM THE PROCESS
    42. PARKOUR IS NOT ABOUT RUNNING & CLIMBING.! PARKOUR IS ABOUT NAVIGATING UNCERTAINTY IN REAL TIME.
    43. IN CONTEMPORARY NEW BUSINESS ACTIVITIES, UNCERTAINTY RULES…! AND RULES TEAMS.
    44. THE OPPORTUNITY IS TO PROVIDE STABILITY AND INSIGHT AT THE SAME TIME
    45. INCREASINGLY, SUCCESS IN TEAM-BASED NEW BUSINESS WORK IS ABOUT BEING A GOOD FACILITATOR
    46. THE VALUE AND LEADERSHIP YOU PROVIDE IS ALWAYS THAT OF A TRUSTED ADVISOR, BUT THE WAY YOU SHOW THAT WILL VARY
    47. TRUST = ! OWNERSHIP & ACCOUNTABILITY
    48. TRUST !=! THROWING A BRIEF OVER THE WALL
    49. TRUST = ! SHARING RISK
    50. SELL CAPABILITY! NOT ANSWERS
    51. ASSUME STRATEGY & ! DIRECTION WILL CHANGE
    52. EXPAND YOUR ROLE IN THE PROCESS BY LEADING WITH INSIGHT
    53. BRIEF WHEN NECESSARY,! BUT ALWAYS BE BRIEFING

    + Matthew MilanMatthew Milan, 11 months ago

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