SlideShare a Scribd company logo
1 of 18
BigGameHunting
In the Urban Jungle
You Can Win Big
BigGameHunting
In the Urban Jungle
You Can Win Big
Business Development Principles
• Permission-based Introductions
• Know EVERYONE
• Relevance in the eye of the Beholder
• Improve Your Odds
BigGameHunting
In the Urban Jungle
You Can Win Big
Winning Big: True or False?
If you get to the C-suite
and they say no,
you’re dead
If you win one project,
the rest of the business
is yours
Personal relationships
must be built
face-to-face
BigGameHunting
In the Urban Jungle
You Can Win Big
Reaching the Most Senior Executive
Objective: Permission-based Conversations
Send a digital overview BEFORE asking for
appointment
Enroll the Support Person
BigGameHunting
In the Urban Jungle
You Can Win Big
Permission-based Conversations
Pre-empt obstacles
Briefing gains permission:
Agreement to call again to ask for:
…45-minute pre-scheduled phone appointment
BigGameHunting
In the Urban Jungle
You Can Win Big
Permission-based Introductions
Briefing is forwarded = WARM introduction
That person refers you to another stakeholder
Meet everyone in EACH LINE OF
BUSINESS
BigGameHunting
In the Urban Jungle
You Can Win Big
Person-to-Person, not Face-to-Face
Structured 45-minute phone conversation
Outcome: referral or “proof” step
EVERYONE involved in the decision
hears same message
BigGameHunting
In the Urban Jungle
You Can Win Big
Golden Rules
Don’t Tell, ASK
STRATEGIC,
not tactical questions
Bwana on Big Game Hunting
BigGameHunting
In the Urban Jungle
You Can Win Big
Stakeholders in the Decision
Check signer
Champion
Influencer
Implementer
User
Each want different benefits
BigGameHunting
In the Urban Jungle
You Can Win Big
Big Game. Really Big Game.
Urban Jungle True Story
BigGameHunting
In the Urban Jungle
You Can Win Big
Relevance is in the eye of the
Beholder
Relate to specific industry concerns
• Demonstrate a point of view around solutions
• Validate:
- case studies, reporting, documentation
- “demos”
BigGameHunting
In the Urban Jungle
You Can Win Big
KnowYour Prey
• Investor Relations section of website
• Industry newsletters, conferences
• Tailor your offering to different roles in
decision
BigGameHunting
In the Urban Jungle
You Can Win Big
Pipeline size: MetricsMetrics
30 contacts
= 8-10 briefings =5-6 referrals
(from conversations
& briefings being forwarded)
=3 Discovery
Conversations
BigGameHunting
In the Urban Jungle
You Can Win Big
Becoming co.-wide provider
Preferred Vendor documentation
(share pilot costs across several Lines of
Business?)
Brag to other Lines of Business
BigGameHunting
In the Urban Jungle
You Can Win Big
Contact Info
Catherine McQuaid
Bwana
Big Game Hunting
cmassociates@sympatico.ca
Selling to Big Business
BigGameHunting
In the Urban Jungle
You Can Win Big
A Big Game Story
Challenge: win stable, profitable contracts for
early-stage co. to make it saleable w/i 2 years
RESULT:
Secured long-term contracts: co. sold
Contracts grow: industry leader clients
BigGameHunting
In the Urban Jungle
You Can Win Big
You Can Win Big
Let us help you get there
BigGameHunting
In the Urban Jungle
You Can Win Big
Big Game Hunting
You Can Win Big
Catherine McQuaid
Bwana
416.923.0877
cmassociates@sympatico.ca
HuntNewBiz.com

More Related Content

Similar to Saleable assets in business services firms

Building Consensus: Mobilizers + Commercial Insight
Building Consensus: Mobilizers + Commercial Insight Building Consensus: Mobilizers + Commercial Insight
Building Consensus: Mobilizers + Commercial Insight CMassociates
 
Big Game Hunting
Big Game HuntingBig Game Hunting
Big Game Huntingguest4a3a83
 
B2B Marketing Trends to Engage Target Accounts and Skyrocket Demand Gen
B2B Marketing Trends to Engage Target Accounts and Skyrocket Demand GenB2B Marketing Trends to Engage Target Accounts and Skyrocket Demand Gen
B2B Marketing Trends to Engage Target Accounts and Skyrocket Demand GenAggregage
 
Target selling the breakthrough approach of today
Target selling the breakthrough approach of todayTarget selling the breakthrough approach of today
Target selling the breakthrough approach of todayDr Wilfred Monteiro
 
Partnering with the big boys
Partnering with the big boysPartnering with the big boys
Partnering with the big boysDonagh Kiernan
 
Sales in a Digital World From Retention to Growth
Sales in a Digital World  From Retention to GrowthSales in a Digital World  From Retention to Growth
Sales in a Digital World From Retention to GrowthVishal Sharma
 
Choosing an M&A Advisor: A Guide for Investors, Boards, and Management
Choosing an M&A Advisor: A Guide for Investors, Boards, and ManagementChoosing an M&A Advisor: A Guide for Investors, Boards, and Management
Choosing an M&A Advisor: A Guide for Investors, Boards, and ManagementSecureDocs
 
180Fusion and Google PPC Management Seminar
180Fusion and Google PPC Management Seminar180Fusion and Google PPC Management Seminar
180Fusion and Google PPC Management Seminar180Fusion
 
Harness the Power of 3D / VR
Harness the Power of 3D / VRHarness the Power of 3D / VR
Harness the Power of 3D / VRBrett Dunstone
 
Sales Excellence
Sales ExcellenceSales Excellence
Sales ExcellenceKen Lachine
 
Growth Hacking Belgium (kick-off)
Growth Hacking Belgium (kick-off)Growth Hacking Belgium (kick-off)
Growth Hacking Belgium (kick-off)Omar Mohout
 
Growthhackingbelgium 0-kick-off-131121024141-phpapp01
Growthhackingbelgium 0-kick-off-131121024141-phpapp01Growthhackingbelgium 0-kick-off-131121024141-phpapp01
Growthhackingbelgium 0-kick-off-131121024141-phpapp01Steph Cliche
 
Nothing Works Anymore: Why B2B Needs A New Playbook
Nothing Works Anymore: Why B2B Needs A New PlaybookNothing Works Anymore: Why B2B Needs A New Playbook
Nothing Works Anymore: Why B2B Needs A New PlaybookDemandbase
 
Rethinking Your Ad Spend: 5 Tips for intelligent digital advertising
Rethinking Your Ad Spend: 5 Tips  for intelligent digital advertisingRethinking Your Ad Spend: 5 Tips  for intelligent digital advertising
Rethinking Your Ad Spend: 5 Tips for intelligent digital advertisingChartio
 
Global Works Media.Presentation
Global Works Media.PresentationGlobal Works Media.Presentation
Global Works Media.PresentationTheCloser
 
Unspam Your Brand - B2BSMX Aug 2022
Unspam Your Brand - B2BSMX Aug 2022Unspam Your Brand - B2BSMX Aug 2022
Unspam Your Brand - B2BSMX Aug 2022Demandbase
 

Similar to Saleable assets in business services firms (20)

Big game hunting how to
Big game hunting how toBig game hunting how to
Big game hunting how to
 
Building Consensus: Mobilizers + Commercial Insight
Building Consensus: Mobilizers + Commercial Insight Building Consensus: Mobilizers + Commercial Insight
Building Consensus: Mobilizers + Commercial Insight
 
Big Game Hunting
Big Game HuntingBig Game Hunting
Big Game Hunting
 
B2B Marketing Trends to Engage Target Accounts and Skyrocket Demand Gen
B2B Marketing Trends to Engage Target Accounts and Skyrocket Demand GenB2B Marketing Trends to Engage Target Accounts and Skyrocket Demand Gen
B2B Marketing Trends to Engage Target Accounts and Skyrocket Demand Gen
 
Maximizing response rates
Maximizing response ratesMaximizing response rates
Maximizing response rates
 
Target selling the breakthrough approach of today
Target selling the breakthrough approach of todayTarget selling the breakthrough approach of today
Target selling the breakthrough approach of today
 
Partnering with the big boys
Partnering with the big boysPartnering with the big boys
Partnering with the big boys
 
Sales in a Digital World From Retention to Growth
Sales in a Digital World  From Retention to GrowthSales in a Digital World  From Retention to Growth
Sales in a Digital World From Retention to Growth
 
Choosing an M&A Advisor: A Guide for Investors, Boards, and Management
Choosing an M&A Advisor: A Guide for Investors, Boards, and ManagementChoosing an M&A Advisor: A Guide for Investors, Boards, and Management
Choosing an M&A Advisor: A Guide for Investors, Boards, and Management
 
180Fusion and Google PPC Management Seminar
180Fusion and Google PPC Management Seminar180Fusion and Google PPC Management Seminar
180Fusion and Google PPC Management Seminar
 
Harness the Power of 3D / VR
Harness the Power of 3D / VRHarness the Power of 3D / VR
Harness the Power of 3D / VR
 
Sales Excellence
Sales ExcellenceSales Excellence
Sales Excellence
 
3DHoudini Q&A
3DHoudini Q&A3DHoudini Q&A
3DHoudini Q&A
 
Growth Hacking Belgium (kick-off)
Growth Hacking Belgium (kick-off)Growth Hacking Belgium (kick-off)
Growth Hacking Belgium (kick-off)
 
Growthhackingbelgium 0-kick-off-131121024141-phpapp01
Growthhackingbelgium 0-kick-off-131121024141-phpapp01Growthhackingbelgium 0-kick-off-131121024141-phpapp01
Growthhackingbelgium 0-kick-off-131121024141-phpapp01
 
3DHoudini Q&A
3DHoudini Q&A3DHoudini Q&A
3DHoudini Q&A
 
Nothing Works Anymore: Why B2B Needs A New Playbook
Nothing Works Anymore: Why B2B Needs A New PlaybookNothing Works Anymore: Why B2B Needs A New Playbook
Nothing Works Anymore: Why B2B Needs A New Playbook
 
Rethinking Your Ad Spend: 5 Tips for intelligent digital advertising
Rethinking Your Ad Spend: 5 Tips  for intelligent digital advertisingRethinking Your Ad Spend: 5 Tips  for intelligent digital advertising
Rethinking Your Ad Spend: 5 Tips for intelligent digital advertising
 
Global Works Media.Presentation
Global Works Media.PresentationGlobal Works Media.Presentation
Global Works Media.Presentation
 
Unspam Your Brand - B2BSMX Aug 2022
Unspam Your Brand - B2BSMX Aug 2022Unspam Your Brand - B2BSMX Aug 2022
Unspam Your Brand - B2BSMX Aug 2022
 

More from CMassociates

Algorithmic Attention Rents
Algorithmic Attention RentsAlgorithmic Attention Rents
Algorithmic Attention RentsCMassociates
 
Build a Career in AI
Build a Career in AIBuild a Career in AI
Build a Career in AICMassociates
 
AI-Governance, AIWS Guidelines
AI-Governance, AIWS GuidelinesAI-Governance, AIWS Guidelines
AI-Governance, AIWS GuidelinesCMassociates
 
Responsible Generative AI
Responsible Generative AIResponsible Generative AI
Responsible Generative AICMassociates
 
"Undiscussables" & Leadership
"Undiscussables" & Leadership"Undiscussables" & Leadership
"Undiscussables" & LeadershipCMassociates
 
UofT Entrepreneurship
UofT EntrepreneurshipUofT Entrepreneurship
UofT EntrepreneurshipCMassociates
 
Europe's Rising 100
Europe's Rising 100Europe's Rising 100
Europe's Rising 100CMassociates
 
Fintech and Blockchain
Fintech and BlockchainFintech and Blockchain
Fintech and BlockchainCMassociates
 
Attention Economics: B2b Startup Case Study
Attention Economics:  B2b Startup Case StudyAttention Economics:  B2b Startup Case Study
Attention Economics: B2b Startup Case StudyCMassociates
 
Corporate Buyer Styles
Corporate Buyer Styles Corporate Buyer Styles
Corporate Buyer Styles CMassociates
 
Innovation, Profit Guide
Innovation, Profit GuideInnovation, Profit Guide
Innovation, Profit GuideCMassociates
 
B2b Sales Myths and Methods
B2b  Sales  Myths and MethodsB2b  Sales  Myths and Methods
B2b Sales Myths and MethodsCMassociates
 
Cookies, FLoC & GDPR: Marketing Impact
Cookies, FLoC & GDPR: Marketing ImpactCookies, FLoC & GDPR: Marketing Impact
Cookies, FLoC & GDPR: Marketing ImpactCMassociates
 
Case Study Toolbook
Case Study ToolbookCase Study Toolbook
Case Study ToolbookCMassociates
 
B2B Sales: Getting Meetings
B2B Sales: Getting MeetingsB2B Sales: Getting Meetings
B2B Sales: Getting MeetingsCMassociates
 
Worlds Best-Cities Post-Covid
Worlds Best-Cities Post-CovidWorlds Best-Cities Post-Covid
Worlds Best-Cities Post-CovidCMassociates
 
Cleantech 50 to Watch
Cleantech 50 to WatchCleantech 50 to Watch
Cleantech 50 to WatchCMassociates
 

More from CMassociates (20)

GTM Board Deck
GTM Board DeckGTM Board Deck
GTM Board Deck
 
Algorithmic Attention Rents
Algorithmic Attention RentsAlgorithmic Attention Rents
Algorithmic Attention Rents
 
Build a Career in AI
Build a Career in AIBuild a Career in AI
Build a Career in AI
 
AI-Governance, AIWS Guidelines
AI-Governance, AIWS GuidelinesAI-Governance, AIWS Guidelines
AI-Governance, AIWS Guidelines
 
Responsible Generative AI
Responsible Generative AIResponsible Generative AI
Responsible Generative AI
 
AI for Startups
AI for StartupsAI for Startups
AI for Startups
 
"Undiscussables" & Leadership
"Undiscussables" & Leadership"Undiscussables" & Leadership
"Undiscussables" & Leadership
 
UofT Entrepreneurship
UofT EntrepreneurshipUofT Entrepreneurship
UofT Entrepreneurship
 
Europe's Rising 100
Europe's Rising 100Europe's Rising 100
Europe's Rising 100
 
Fintech and Blockchain
Fintech and BlockchainFintech and Blockchain
Fintech and Blockchain
 
Metaverse & Money
Metaverse & MoneyMetaverse & Money
Metaverse & Money
 
Attention Economics: B2b Startup Case Study
Attention Economics:  B2b Startup Case StudyAttention Economics:  B2b Startup Case Study
Attention Economics: B2b Startup Case Study
 
Corporate Buyer Styles
Corporate Buyer Styles Corporate Buyer Styles
Corporate Buyer Styles
 
Innovation, Profit Guide
Innovation, Profit GuideInnovation, Profit Guide
Innovation, Profit Guide
 
B2b Sales Myths and Methods
B2b  Sales  Myths and MethodsB2b  Sales  Myths and Methods
B2b Sales Myths and Methods
 
Cookies, FLoC & GDPR: Marketing Impact
Cookies, FLoC & GDPR: Marketing ImpactCookies, FLoC & GDPR: Marketing Impact
Cookies, FLoC & GDPR: Marketing Impact
 
Case Study Toolbook
Case Study ToolbookCase Study Toolbook
Case Study Toolbook
 
B2B Sales: Getting Meetings
B2B Sales: Getting MeetingsB2B Sales: Getting Meetings
B2B Sales: Getting Meetings
 
Worlds Best-Cities Post-Covid
Worlds Best-Cities Post-CovidWorlds Best-Cities Post-Covid
Worlds Best-Cities Post-Covid
 
Cleantech 50 to Watch
Cleantech 50 to WatchCleantech 50 to Watch
Cleantech 50 to Watch
 

Saleable assets in business services firms

  • 1. BigGameHunting In the Urban Jungle You Can Win Big
  • 2. BigGameHunting In the Urban Jungle You Can Win Big Business Development Principles • Permission-based Introductions • Know EVERYONE • Relevance in the eye of the Beholder • Improve Your Odds
  • 3. BigGameHunting In the Urban Jungle You Can Win Big Winning Big: True or False? If you get to the C-suite and they say no, you’re dead If you win one project, the rest of the business is yours Personal relationships must be built face-to-face
  • 4. BigGameHunting In the Urban Jungle You Can Win Big Reaching the Most Senior Executive Objective: Permission-based Conversations Send a digital overview BEFORE asking for appointment Enroll the Support Person
  • 5. BigGameHunting In the Urban Jungle You Can Win Big Permission-based Conversations Pre-empt obstacles Briefing gains permission: Agreement to call again to ask for: …45-minute pre-scheduled phone appointment
  • 6. BigGameHunting In the Urban Jungle You Can Win Big Permission-based Introductions Briefing is forwarded = WARM introduction That person refers you to another stakeholder Meet everyone in EACH LINE OF BUSINESS
  • 7. BigGameHunting In the Urban Jungle You Can Win Big Person-to-Person, not Face-to-Face Structured 45-minute phone conversation Outcome: referral or “proof” step EVERYONE involved in the decision hears same message
  • 8. BigGameHunting In the Urban Jungle You Can Win Big Golden Rules Don’t Tell, ASK STRATEGIC, not tactical questions Bwana on Big Game Hunting
  • 9. BigGameHunting In the Urban Jungle You Can Win Big Stakeholders in the Decision Check signer Champion Influencer Implementer User Each want different benefits
  • 10. BigGameHunting In the Urban Jungle You Can Win Big Big Game. Really Big Game. Urban Jungle True Story
  • 11. BigGameHunting In the Urban Jungle You Can Win Big Relevance is in the eye of the Beholder Relate to specific industry concerns • Demonstrate a point of view around solutions • Validate: - case studies, reporting, documentation - “demos”
  • 12. BigGameHunting In the Urban Jungle You Can Win Big KnowYour Prey • Investor Relations section of website • Industry newsletters, conferences • Tailor your offering to different roles in decision
  • 13. BigGameHunting In the Urban Jungle You Can Win Big Pipeline size: MetricsMetrics 30 contacts = 8-10 briefings =5-6 referrals (from conversations & briefings being forwarded) =3 Discovery Conversations
  • 14. BigGameHunting In the Urban Jungle You Can Win Big Becoming co.-wide provider Preferred Vendor documentation (share pilot costs across several Lines of Business?) Brag to other Lines of Business
  • 15. BigGameHunting In the Urban Jungle You Can Win Big Contact Info Catherine McQuaid Bwana Big Game Hunting cmassociates@sympatico.ca Selling to Big Business
  • 16. BigGameHunting In the Urban Jungle You Can Win Big A Big Game Story Challenge: win stable, profitable contracts for early-stage co. to make it saleable w/i 2 years RESULT: Secured long-term contracts: co. sold Contracts grow: industry leader clients
  • 17. BigGameHunting In the Urban Jungle You Can Win Big You Can Win Big Let us help you get there
  • 18. BigGameHunting In the Urban Jungle You Can Win Big Big Game Hunting You Can Win Big Catherine McQuaid Bwana 416.923.0877 cmassociates@sympatico.ca HuntNewBiz.com