Big game hunting how to

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Big Game Hunting secures company-wide, ongoing assignments for business services firms who think globally.

www.HuntNewBiz.com

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Big game hunting how to

  1. 1. Big Clients for Small Business Hunting Big Game in the Urban Jungle
  2. 2. Business Development Principles <ul><li>Permission-based Introductions </li></ul><ul><li>Know EVERYONE </li></ul><ul><li>Relevance: the eye of the Beholder </li></ul>
  3. 3. 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. 4. Reaching the Most Senior Executive <ul><ul><li>Objective: Permission-based Conversations </li></ul></ul><ul><ul><li>Send a briefing BEFORE asking for appointment </li></ul></ul><ul><ul><li>Enroll the Support Person </li></ul></ul>
  5. 5. Permission-based Conversations <ul><ul><li>Briefing gains permission for next step: </li></ul></ul><ul><ul><li>Identify principal shareholder on the exec’s team </li></ul></ul><ul><ul><li>OR: 45-minute exploratory conversation </li></ul></ul>
  6. 6. Objective: Access to Stakeholders <ul><ul><li>Half will forward briefing to team member </li></ul></ul><ul><ul><li>Access into EACH LINE OF BUSINESS </li></ul></ul><ul><ul><li>Multiple stakeholders’ viewpoints </li></ul></ul>
  7. 7. Stakeholders in the Decision <ul><li>Check signer </li></ul><ul><li>Champion </li></ul><ul><li>Influencer </li></ul><ul><li>Implementer </li></ul><ul><li>User </li></ul><ul><ul><li>Each want different benefits </li></ul></ul>
  8. 8. Golden Rules <ul><ul><ul><ul><li>Don’t Tell, ASK </li></ul></ul></ul></ul><ul><ul><ul><ul><li>STRATEGIC, </li></ul></ul></ul></ul><ul><ul><ul><ul><li>not tactical questions </li></ul></ul></ul></ul>
  9. 9. Big Game. Really Big Game. Urban Jungle True Story
  10. 10. Relevance is in the eye of the Beholder <ul><ul><li>Relate your offer to industry-wide challenges </li></ul></ul><ul><ul><li>Demonstrate a point of view around solutions </li></ul></ul><ul><ul><li>Validate: </li></ul></ul><ul><ul><ul><ul><li>- case studies, “demos” </li></ul></ul></ul></ul><ul><ul><ul><ul><li>- transparency during an assignment </li></ul></ul></ul></ul>
  11. 11. Tracking Your Prey <ul><li>Investor Relations section of website </li></ul><ul><li>Industry newsletters, conferences </li></ul><ul><li>Tailor your benefits to stakeholders’ view </li></ul>
  12. 12. Pipeline size: Metrics <ul><li>30 contacts </li></ul><ul><li>= 8-10 briefings </li></ul>=5-6 referrals (from conversations & briefings being forwarded) =3 conversations
  13. 13. A Big Game Story <ul><li>Challenge: win stable, profitable contracts for early-stage co. to make it saleable w/i 2 years </li></ul><ul><li>RESULT: </li></ul><ul><ul><li>Secured long-term contracts: co. sold </li></ul></ul><ul><ul><li>Contracts grow: industry leader clients </li></ul></ul>
  14. 14. Big Game Hunting You Can Win Big <ul><li>Catherine McQuaid </li></ul><ul><li>Big Game Bwana </li></ul><ul><li>416.923.0877 </li></ul><ul><li>[email_address] </li></ul><ul><li>http:// www.huntnewbiz.com / </li></ul>

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