Ten Slides in Ten Minutes - Some Thoughts on Business Development

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Some swift thoughts on what Business Development is and where it fit inyo a sales organisation.

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Ten Slides in Ten Minutes - Some Thoughts on Business Development

  1. 1. SS Ten Slides in Ten Minutes: Some Thoughts on Business Development [Capturing the Hearts and Minds of Prospects & Customers] Presented by: Bill Graham CP.APMP July, 2014 bill.graham@sales-synthesis.co.za Markets Customers Relationships
  2. 2. What is Business Development? 2 “Business development is the creation of long-term value for an organisation - from customers, markets and relationships. It’s all about figuring out how the interactions of those forces combine together to create opportunities for growth.” - Scott Pollack Mutual Sustainable Value resulting in Strategically Planned Growth Markets Customers Relationships Business Development cannot function successfully in isolation Business Development is Not Sales or Marketing
  3. 3. Dominant ExclusiveEmerging PervasiveAbsent Making the competitors irrelevant The Sustainable Business Imperative Source: www.sales-synthesis.co.za Focus on Market Trends & Challenges 3 Mutual Sustainable Value resulting in Strategically Planned Growth Markets Customers Relationships Building mutually beneficial and sustainable long-term ‘relevant’ relationships
  4. 4. 4 When developing strategies, analysis of the organisation and its environment - as it is at the moment and how it may develop in the future - is an imperative. The analysis has to be executed at an internal level as well as an external level, to identify all possible opportunities and threats posed by the strategy. There are several factors to assess in the external situation analysis: • Industries & Trends • Markets (customers) & their business imperatives • Competition & their value chain • Technologies & their pedigree • Solutions portfolio • Supplier markets • Labour markets • The economy • The regulatory environment. Undertake Rigorous Situational Analysis Store the munitions for your journey and craft a robust Business Development plan
  5. 5. Required knowledge & expertise to have robust discourse with the customer The Customer: Focus on their Real Requirements [Needs] Market Management Relationship Building Opportunity Scouting Industry Knowledge Trend Challenges Response Impact Players Personal Challenges Upliftment Business Solution/s Benefits Derived value Source: www.sales-synthesis.co.za Building mutually beneficial and sustainable long-term client relationships 5 Customer Impacts
  6. 6. 6 Source: www.melroseatteridge.com & www.sales-synthesis.co.za Time Revenue Trajectory with no intervention Turnaround Consumer pressure New competitors New technologies Competing products Dropping unit prices Reduce cost Product innovation Integrated company Capable leadership Awareness & Intent The Market: Focus on the Relevant Aspects affecting your Organisation Strategic Decisions Influence the Journey Building mutually beneficial and sustainable long-term marketplace relationships Map Across Multiple Territories
  7. 7. 7 The Relationships: Maintain a ‘First Choice’ & ‘Top of Mind’ Position • Robust routes to market will determine your success/win rate • Communication: Keep in the hearts & minds of your partners and customers • Exceed all of the expectations of your partners and customers • Build your ‘Routes to Market’ as part of your Business Acquisition Ecosystem • A Positive, Upbeat Attitude is an Imperative for Business Success • Without Teamwork, success will be merely a ‘Pipe Dream’ • Without respected Leadership, success will be merely a ‘Pipe Dream’. • Without the correct structures, success will be merely a ‘Pipe Dream’. Building mutually beneficial and sustainable long-term ‘routes to market’ relationships
  8. 8. The Customer: Potential Inhibitors Industry Knowledge Trend Challenges Response Impact Players Personal Challenges Upliftment Business Solution/s Benefits Derived value Source: www.sales-synthesis.co.za Imperative is an interlock with Account Management, Product Management & Opportunity Management Kept to self Internal focus Non-innovative Acquiesce Insular Self-preservation Groupthink Shallow Acceptance Fragility-based 8 Lack of knowledge & expertise causes disconnection with the Customer Market Management Relationship Building Opportunity Scouting
  9. 9. 9 Map Across Multiple Territories Source: www.melroseatteridge.com & www.sales-synthesis.co.za Time Revenue Trajectory with no intervention Turnaround Consumer pressure New competitors New technologies Competing products Dropping unit prices Reduce cost Product innovation Integrated company Capable leadership Awareness & Intent The Market: Potential Inhibitors No Strategic Plan Lack of Marketplace Intelligence No Bias for Action Irrelevant Offerings Inability to Identify Intervention Lack of Relevant Business Metrics Imperative is an interlock with Account Management, Product Management & Opportunity Management
  10. 10. Disconnected Vision will Impact Relationship A Common Strategic Vision with Clients Basic Products Basic Solutions Value-Added Services When Relationships fail, any differentiated offerings become irrelevant Integrated Solutions Moment of Truth Robust Foundation Quicksand A developing relationship The Relationships: Potential Inhibitors Source: www.sales-synthesis.co.za Positive Positioning Negative Positioning A degenerating relationship 10 Weak product development resulting in marketplace irrelevance Negative personalities in incorrect structures produce negative effects Imperative is an interlock with Account Management, Product Management & Opportunity Management

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