Green Thumb Biz Dev Overview

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Green Thumb Biz Dev Overview

  1. 2. <ul><li>Why do I need a Business Development (BD) plan? </li></ul><ul><li>What is a BD plan? </li></ul><ul><li>What are the building blocks of a BD Plan? </li></ul><ul><li>Strategies and Tactics you can take back </li></ul>
  2. 3. <ul><li>Actions that improve the performance of the enterprise, its access to markets, and its ability to compete. </li></ul><ul><ul><li>Marketing </li></ul></ul><ul><ul><li>Sales </li></ul></ul><ul><ul><li>Customer relations management </li></ul></ul>
  3. 4. Sales Growth Customer Analysis Competitor Analysis Channel Mgt. Market Analysis Sales & Territory Mgt. Selling Strategies Strategic Plan What does a solid BD Plan look like? _____________________________________________________________________________________________________
  4. 5. <ul><li>Executive Summary </li></ul><ul><li>Organization </li></ul><ul><li>Company History </li></ul><ul><li>Marketing </li></ul><ul><li>Operations </li></ul><ul><li>Financial </li></ul>
  5. 7. If you don’t know where you want to go, any road will get you there. “ Those who ignore the Business Development Process are committed to Management by Luck, resulting in stagnation and failure.” states the Foundation – Small Business & Economics Why? ______________________________________________________________________________________________________________
  6. 8. <ul><li>Product </li></ul><ul><li>Place </li></ul><ul><li>Price </li></ul><ul><li>Promotion </li></ul><ul><li>5 th P? – People! </li></ul>
  7. 9. <ul><li>Who are they? </li></ul><ul><li>How do you compare? </li></ul><ul><li>Remember - Your customers are your competitors prospects! </li></ul><ul><li>Have customers thinking “easier, faster, safer.” </li></ul><ul><li>Develop case studies to reinforce </li></ul>
  8. 10. <ul><li>Total market size </li></ul><ul><ul><li>Reference USA </li></ul></ul><ul><ul><li>J. J. Hill Library </li></ul></ul><ul><ul><li>Surveys </li></ul></ul><ul><ul><li>Government trade </li></ul></ul><ul><li>What market share do you want/can get? </li></ul><ul><li>Geographical locations & limitations </li></ul><ul><li>Other alternative or new markets </li></ul>
  9. 11. <ul><li>Direct sales </li></ul><ul><li>Distributor network </li></ul><ul><li>Sales Representatives </li></ul><ul><li>Direct mail, catalogs, telemarketing </li></ul><ul><li>eCommerce </li></ul><ul><li>Mix and Match </li></ul>
  10. 12. <ul><li>All the ways you tell your customers about your products or services </li></ul><ul><li>Caveat - Whatever may be working today, will sooner or later stop working </li></ul><ul><li>That means - If you always do what you always did, you always get what you always got! </li></ul>
  11. 13. <ul><li>Positioning Strategies Differentiation and Value Added </li></ul><ul><li>Service (Lexus) </li></ul><ul><li>Delivery (FedX) </li></ul><ul><li>Price (Walmart) </li></ul><ul><li>Quality (Mercedes) </li></ul><ul><li>Technology (Iphone) </li></ul>
  12. 14. <ul><li>Your offering and campaign focus </li></ul><ul><li>Target the right customers </li></ul><ul><li>Target the right people </li></ul><ul><li>Resources and Logistics – 3 T’s </li></ul><ul><ul><li>Time </li></ul></ul><ul><ul><li>Talent </li></ul></ul><ul><ul><li>Treasure </li></ul></ul>
  13. 15. <ul><li>Focus on what is critical to BD efforts and overall directions; i.e. generating new customers, retention, recapture, or referral business. </li></ul><ul><li>  </li></ul><ul><ul><li>Sales forecasts </li></ul></ul><ul><ul><li>Gap Metrics: </li></ul></ul><ul><ul><ul><li>Increase # of prospects seen by 6-8% </li></ul></ul></ul><ul><ul><ul><li>Improve closing rate by 7-9% </li></ul></ul></ul><ul><ul><ul><li>Increase average revenue per sale by 10-14% </li></ul></ul></ul><ul><ul><li>Different … </li></ul></ul><ul><ul><ul><li>Products for different markets </li></ul></ul></ul><ul><ul><ul><li>Distribution networks </li></ul></ul></ul><ul><ul><ul><li>Promotions </li></ul></ul></ul>
  14. 16. <ul><ul><li>Define an “ideal” client </li></ul></ul><ul><ul><li>Rank your customers i.e. A to F! </li></ul></ul><ul><ul><li>Who are your top 3-5 largest companies? </li></ul></ul><ul><ul><ul><li>Are these “ideal” </li></ul></ul></ul><ul><ul><ul><li>If these are not top-ranked, who is? </li></ul></ul></ul><ul><ul><li>What have new customers purchased and how have they found you? </li></ul></ul><ul><ul><li>Knowledge is power - Use this knowledge to find new customers and new markets </li></ul></ul>
  15. 17. <ul><li>5 th P?? - People </li></ul><ul><ul><li>Every single decision and policy in your organization needs to be carried out by a specific person in a specific way </li></ul></ul><ul><ul><li>Find, hire, train, and retain the right people </li></ul></ul><ul><ul><li>Network and grow strategic partnerships </li></ul></ul>
  16. 18. Sales Growth Customer Analysis Competitor Analysis Channel Mgt. Market Analysis Sales & Territory Mgt. Selling Strategies Strategic Plan Your Business Development Plan – <ul><ul><li>Set a solid BD foundation for your Success </li></ul></ul><ul><ul><li>Now, you are ready to build your business! </li></ul></ul>
  17. 19. <ul><ul><ul><ul><li>Train </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Hire </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Outsource </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Combination </li></ul></ul></ul></ul>
  18. 20. <ul><li>www.deed.state.mn.us/bizdev </li></ul><ul><li>www.sba.gov/ </li></ul><ul><li>www.ptac-meda.net/ </li></ul><ul><li>www.linkedin.com </li></ul><ul><li>www.marketingsherpa.com </li></ul><ul><li>www.business.com </li></ul><ul><li>www.webmarketcentral.com/index.html </li></ul><ul><li>www.surveymonkey.com </li></ul><ul><li>http://money.cnn.com/magazines/fortune/ </li></ul><ul><li>www.salesandmarketing.com </li></ul><ul><li>www.entrepeneur.com </li></ul><ul><li>http://bizfinance.about.com/ </li></ul>
  19. 21. <ul><li>Email: kenp@greenthumb-bizdev.com </li></ul><ul><li>Web: www.greenthumb-bizdev.com </li></ul><ul><li>Cell: 651.233.3663 </li></ul><ul><li>Find me on: </li></ul><ul><ul><li>Facebook </li></ul></ul><ul><ul><li>LinkedIn </li></ul></ul><ul><ul><li>Twitter </li></ul></ul>

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