The document outlines a business development process focused on creating lasting relationships through a targeted and personalized approach over time rather than pitches. It recommends identifying key sectors and contacts, building a database, creating tailored collateral, and following up diligently with a consistent email approach. This results in a funnel of opportunities that can drive meetings, pitches, requests for proposals and measurable returns on investment over the long run.

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2. Introduction
• 90 % perspiration, 10 % inspiration
• 12 successful years focus on BD
• Blue chip meetings/pitches /wins – preferably no pitches
• Success across several sectors
• Creating lasting relationships and value

3. Wins

4. More wins

5. Even more wins

6. Process
• Twelve years ago the phone worked
• Ryanair took 50 calls plus
• Upfront and Alchemis both failed for Caliber by
focussing on just calling their lists of “known” contacts
• Email has changed the rules of the “game”

7. Process cont’d
• Discuss/agree strategy – get on radar and keep in touch
with prospects in key sectors until key time – Try to
avoid pitch
• Identify target sectors, key companies/organisations
and job titles
• Build database of key people with contact details –
email and phone number

8. Process cont’d
• Create collateral i.e. presentations/credentials
• Create email approach for each sector
• Agree data holding methodology
• Agree reporting – who, how and how often

9. “targeted/personalised approach”
• The right sectors
• The right people
• The right tailored approach
• Diligent follow-up over time

10. Results
• A funnel of opportunities over time
• Meetings/pitches/RFP’s
• Engine of growth
• Measurable ROI over time

11. Thank
You

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13. John Appleton
07967 478 149