Big game hunting 3 cases

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Catherine McQuaid, a Toronto-based business-development consultant (www.huntnewbiz.com), has a theory.

She calls it "Big-Game Hunters in the Urban Jungle."

It's an approach to prospecting that might help you build stronger relationships with hard-to-reach executives.

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Big game hunting 3 cases

  1. 1. Catherine McQuaid CM Associates
  2. 2. Business Development Principles <ul><li>Executive outreach </li></ul><ul><li>Permission-based, pre-qualified conversations </li></ul><ul><li>Improving the Odds: BIG pipeline </li></ul><ul><li>Engage ALL stakeholders </li></ul><ul><li>Messaging: Relevance to various roles’ needs </li></ul><ul><li>Each business unit is a different opportunity </li></ul>
  3. 3. <ul><li>Executive </li></ul><ul><li>exploratory </li></ul><ul><li>conversations </li></ul><ul><li>all biz units </li></ul><ul><li>Referral </li></ul><ul><li>to other roles </li></ul><ul><li>in decision: </li></ul><ul><li>warm intro </li></ul>3. Exploratory conversations with all roles in decision, all biz units 4. Initial project secured; development continues in other biz units 5. Brag about outcomes to other biz units Enterprise-wide vendor status 6. Re-engage: new executives, acquisitions, reorganization
  4. 4. Case # 1: Becoming Market-Ready <ul><ul><li>Startup with deadline to repay investors </li></ul></ul><ul><ul><li>Revenue was unpredictable, no asset value </li></ul></ul><ul><ul><li>Long-term contracts secured: </li></ul></ul><ul><ul><li>High-volume, blue chip credit card issuers </li></ul></ul><ul><ul><li>Future value of contracts a cash asset </li></ul></ul><ul><ul><li>Co. profitably sold </li></ul></ul>
  5. 5. Case #2: Leverage Sector Success <ul><ul><li>Early-stage specialty firm: Fin. Services client </li></ul></ul><ul><ul><li>Market potential in Canada limited </li></ul></ul><ul><ul><li>Pricing model depended upon large head-count </li></ul></ul><ul><ul><li>Top 20 US fin. Ins. targeted for expansion </li></ul></ul><ul><ul><li>After 3 yrs: 24% growth compounding annually </li></ul></ul><ul><ul><li>Pref. Vendor status with 7 of 20 US banks </li></ul></ul><ul><ul><li>Cons. Fin. entrée to other sectors: retail, auto </li></ul></ul>
  6. 6. Case #3: Vertical Biz Dev Strategy <ul><ul><li>Point of Purchase design-build offer </li></ul></ul><ul><ul><li>Bldg. Supplies retailer shift:contractor to DIY </li></ul></ul><ul><ul><li>Feet-on-the-street: access to “implementers” </li></ul></ul><ul><ul><li>Outreach: US-HQ Mktg. Exec. </li></ul></ul><ul><ul><li>Biz Dev investment repaid in 13 months </li></ul></ul>
  7. 7. Golden Rules <ul><ul><li>Simultaneous outreach inside multi-line bus. </li></ul></ul><ul><ul><li>Cold call only once: referrals from there </li></ul></ul><ul><ul><li>Reconnaissance mission </li></ul></ul><ul><ul><li>“ THEM” vs. “I” message </li></ul></ul>
  8. 8. Big Game Hunting in the Urban Jungle Business <ul><li>Catherine McQuaid </li></ul><ul><li>Principal </li></ul><ul><li>Big Game Hunting </li></ul><ul><li>416 923 0877 </li></ul><ul><li>cmassociates @ sympatico .ca </li></ul><ul><li>www. HuntNewBiz .com </li></ul>

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