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Business
Development?
Are you satisfied with your overall
If not, what are you doing about it ?
Introduction
• If we agree growth is critical, the next question we have to
address is, why do companies have such difficu...
Introduction
My experience, from working with small and mid-sized
businesses, has taught me that few have a repeatable
pro...
There is a process for repeatable business development and growth
Vision It’s not a flowery statement!
• If you can’t articulate your vision clearly how are your employees
supposed to be e...
S.W.O.T. Where are you now?
If you think that’s obvious, you haven’t looked hard enough!
• Internal
Strengths
Weaknesses
•...
Unique Value Proposition
• Business development begins and ends with the value you provide to
your customer. If you can’t ...
Business Development Plan
Define your ideal buyer
• What are their specific needs?
• How you’ll meet those needs better th...
Execution
All plans are useless without execution.
• We will review key indicators on a regular basis
KPI’s
Marketing effe...
Best Practices
We will evaluate your company using our survey tool. We’ll use this as
a roadmap to prioritize and address ...
Want to learn more?
Contact us
Measurable Results LLC
662-844-9088
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Business Development Process

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Repeatable business development process

Published in: Business

Business Development Process

  1. 1. Business Development? Are you satisfied with your overall If not, what are you doing about it ?
  2. 2. Introduction • If we agree growth is critical, the next question we have to address is, why do companies have such difficulty adding new and profitable business? In my nearly 40 years of experience I’ve learned there are numerous reasons. In fact I published an eBook, “The Top 11 Barriers to Business Development. You can get a free copy by clicking on the title. Let’s start with agreeing that all businesses need to grow. If you aren’t growing, adding new customers and new products and services you’re dying. The markets and customers today are changing too rapidly for any business to be stagnant.
  3. 3. Introduction My experience, from working with small and mid-sized businesses, has taught me that few have a repeatable process for business development. For many, BD is a marketing and sales function, and in the worst cases a sales only function. Too many isolate sales and marketing activity from the balance of the organization. Real business development doesn’t just grow the top line it builds value for stakeholders. Repeatable business development requires a process and clear strategy.
  4. 4. There is a process for repeatable business development and growth
  5. 5. Vision It’s not a flowery statement! • If you can’t articulate your vision clearly how are your employees supposed to be engaged and excited about it? • You will decide and document: Where you want to go What markets and products or services you’ll provide What you WON’T do How you’ll measure success • Deliverable - your target that everything else you do is measured against. I’ll work with you to develop a clear direction for your business tied to your personal goals. (after all that’s why you’re in business right?)
  6. 6. S.W.O.T. Where are you now? If you think that’s obvious, you haven’t looked hard enough! • Internal Strengths Weaknesses • External Opportunities Threats • You will be required to defend all of your assumptions. • Deliverable - Critical goals to get you on the road to your vision
  7. 7. Unique Value Proposition • Business development begins and ends with the value you provide to your customer. If you can’t define it, you’re seen in their eyes as the same as everyone else. If you’re the same as everyone else you compete on price. • There is a lot of information aimed at your customers, you have to rise above the noise! To do that you have to have something interesting to say and be consistent in delivery. • You cannot have a compelling marketing message, or an effective sales presentation as a “me too”! • Deliverable- The core of your future marketing and sales efforts. Your UVP is the core of your marketing and sales strategy. To learn more get a copy of our free eBook, “How to differentiate your company from 95% of your competition” Click here
  8. 8. Business Development Plan Define your ideal buyer • What are their specific needs? • How you’ll meet those needs better than your competition • Your lead generation strategy • Your marketing plan, how you’ll reach them • Website evaluation and inbound marketing strategy. (make your website an active part of BD) • Your tactical sales plan • Your investment strategy (CapEx and human resources to support your strategy) • Your key performance indicators After addressing your internal operations, and your external competition and markets, you are now ready for your business Development plan.
  9. 9. Execution All plans are useless without execution. • We will review key indicators on a regular basis KPI’s Marketing effectiveness Sales performance Critical goal attainment Shifts in market or customer trends requiring adjustment • Deliverable- Accountability, results.
  10. 10. Best Practices We will evaluate your company using our survey tool. We’ll use this as a roadmap to prioritize and address your needs. We will introduce you to marketing software that you can use to automate lead generation activities. • Deliverables- Honest non-threatening feedback, and innovation.
  11. 11. Want to learn more? Contact us Measurable Results LLC 662-844-9088

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