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Business Development Support
Economics

       Large



                            Decision?                            C...
Business Development Support
   Marketing Economics



High                                                            Hig...
Business Development Support
Selling Proficiencies

      High
                                                           ...
Business Development Support
Selling the Way the Account wants to Buy

      High                                         ...
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Simplified Business Development Support Model Decision Matrices

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Simplified Business Development Support Model Decision Matrices

  1. 1. Business Development Support Economics Large Decision? Customized/ (criteria) Personal Addressable Client Size / Spend Standardized/ Decision? Technological (criteria) Small Low Revenue Potential / High Complexity / CSC 1
  2. 2. Business Development Support Marketing Economics High High Invest Invest Decision? Customized/ to become to retain or (criteria) Personal Attractiveness Leader grow Position Revenue Market or ROI Invest Limit Standardized/ Decision? to maintain and investment Technological (criteria) maximize Profits Low Low Not Competitive Favourable Minimal match Strategy Match Favourable Position 2
  3. 3. Business Development Support Selling Proficiencies High Business Partners Farmers Business Relationship Developers Depth of Sellers Hunters Low Tellers Low Knowledge of High Competition 3
  4. 4. Business Development Support Selling the Way the Account wants to Buy High Business Partners Repetitive Sponsor Trust Solution Competitive Low Commodity Low Importance High 4

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