This document provides guidance on business planning and development. It discusses the importance of planning in ensuring business sustainability and surviving economic downturns. Key aspects of business planning discussed include defining the business, stating goals and objectives, analyzing competitors and constraints, developing a financial plan, and considering risks. Business development involves identifying growth opportunities, testing assumptions through initial deals, and then scaling partnerships and distribution to drive revenue. Both business planning and development require understanding stakeholders, promoting quantitative value, and developing internal support for partnerships. Near and long-term decisions and their consequences are also analyzed.
Creating An Effective Business Development StrategyTom Cutshall
Creating a business development strategy requires a collaborative effort from the entire business team. A key aspect of creating an effective business development plan is looking back and evaluating what worked and didn't work.
Business Development Framework
To get from an idea down to volume production is a long way, don’t miss out important steps to have a successful launch.
The framework gives you a guideline to walk down the stony road into volume production.
Uncover the differences between Marketing and Business Development for professional services firms in this informative presentation. Noted CRM expert, Chris Fritsch, helps you discover myths and truths as well as best practices for getting results from your business development efforts.
Creating An Effective Business Development StrategyTom Cutshall
Creating a business development strategy requires a collaborative effort from the entire business team. A key aspect of creating an effective business development plan is looking back and evaluating what worked and didn't work.
Business Development Framework
To get from an idea down to volume production is a long way, don’t miss out important steps to have a successful launch.
The framework gives you a guideline to walk down the stony road into volume production.
Uncover the differences between Marketing and Business Development for professional services firms in this informative presentation. Noted CRM expert, Chris Fritsch, helps you discover myths and truths as well as best practices for getting results from your business development efforts.
Presenting this set of slides with name - Sales Strategy Powerpoint Presentation Slides. Keep your audience glued to their seats with professionally designed PPT slides. This deck comprises of total of twenty six slides. It has PPT templates with creative visuals and well researched content. Not just this, our PowerPoint professionals have crafted this deck with appropriate diagrams, layouts, icons, graphs, charts and more. This content ready presentation deck is fully editable. Just click the DOWNLOAD button below. Change the colour, text and font size. You can also modify the content as per your need. Get access to this well crafted complete deck presentation and leave your audience stunned.
Discover a powerful framework that will help you develop and achieve your sales vision. View this presentation now to maximize the performance of your sales team.
Learn the fundamentals of business development and become a star business developer with this deck. Topics include securing media coverage, knowing the competitive landscape, and closing deals. Slides from The Business of Business Development, a class taught by BzzAgent CEO, Dave Balter, at Boston's Intelligent.ly campus.
The Go-To-Market framework is a related set of activities and processes that connect the company’s product strategy to the customer experience. The Go-To-Market framework is cross-functional, spanning product management, product marketing, and sales. It is a strategy and requires operational efficiency.
Sales Strategy Plan Powerpoint Presentation SlidesSlideTeam
Introducing Sales Strategy Plan Powerpoint Presentation Slides which allows you to position your products and services in a meaningful way. Mention specific steps that are needed to create a sales plan by utilizing marketing strategies PPT visuals. Understand how to plan for a successful product offering with the help of strategic market planning PowerPoint templates. Analyze the market to determine probable profit and revenue from it by utilizing market opportunity analysis PPT visuals. Discuss in detail four fundamentals of marketing strategy which are price, product, promotion, and place. Monitor progress and prepare for contingencies with the assistance of marketing mix PPT slide deck. Demonstrate the ways to attract your potential customers by using the business plan PPT layouts. Highlight the importance of sales planning and developing strategies in a business organization. Download our ready to use market strategic analysis PPT Presentation and succeed in getting potential customers and retaining them. https://bit.ly/3iSF6mg
How to Write a Marketing Plan: A Comprehensive Guide with TemplatesVital Design
Since we are a digital marketing agency, this marketing plan discussion will focus heavily on
digital marketing (what we call “inbound marketing”) — but the strategies and concepts discussed
can be expanded to encompass your entire marketing department.
Stratechi Sales Plan Presentation by McKinsey Alum.pdfStratechi.com
Visit https://www.stratechi.com/sales-plan-template to download the 54-page editable Sales Plan PowerPoint widescreen template created by a McKinsey consultant. The PowerPoint has all you need to get started on your sales strategy with slides packed full of agendas, charts, funnels, plans, timelines, geographic sales maps, images, icons, goals, mission, marketing strategy, account management, org charts, budgets, revenue trends, benchmarking, target customers, value proposition, change management, roadmaps, project plans, SWOT analysis, PESTLE Analysis, competitive advantage worksheet, initiatives, and many other topics necessary to create a winning sales strategy.
Sales Funnel Management For Better Lead Generation Powerpoint Presentation Sl...SlideTeam
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Description of this above product -
Sales pipeline management is a technique that allows you to monitor and direct the opportunities in your sales pipeline. At present, the company wants to determine the current issues in the sales pipeline and identify suitable strategies. Grab our professionally designed template on Sales Funnel Management for Better Lead Generation. It provides details on best practices to manage sales pipeline, actions for smooth functioning of the sales pipeline, key focus areas at each sales pipeline stage, a successful pipeline review structure, and ways to clean up the sales pipeline. This presentation also covers details on the challenges of the sales pipeline, the impact of sales pipeline challenges on business, and practical strategies to eliminate the obstacles. Additionally, this PowerPoint presentation provides details on various sales pipeline management tools, critical features of pipeline management tools, and critical sales management effectiveness priorities. Also, this presentation provides details on statistics of sales pipeline after strategy implementation, a dashboard showing effective management of sales pipeline, and a dashboard showing sales pipeline opportunities. Download it now.
Why business development? Finally, a clear definition!David Cruz e Silva
Original article available here: http://untamedpotential.com/business-development-finally-clear-definition/
Business Development is necessary nowadays for businesses to achieve sustainable business growth. It focuses on creating long-term value rather than quick cash solutions. Even though different from, it may include Sales, as well as Strategy and Marketing.
To be a Business Developer you must align the overall strategy with business development to explore synergies, embrace an innovative and iterative mindset and creatively think about everything you know (and don’t know) about the business. Also, monitoring and analysing are key drivers of growth.
Download the Sales Strategy Template
fourquadrant.com/product/strategic-account-plan-template/
Sales Strategy Template - The outline for s sales strategy plan should include an assessment of the customer’s business, opportunities that are prioritized, a summary of the team’s capabilities, an evaluation of relationships and a sales action plan.
Strategic Market Planning - Assessing a customer’s business is a fundamental element of strategic market planning. Start with a basic SWOT and then drill down to develop value statements that specific to specific business initiatives.
Sales Strategy Plan - The sales strategy plan should be centered around the opportunity area that provides high value to both the account and the vendor. Other opportunities may exist but win / win’s are the best possible outcome.
Marketing & Sales Strategy - Document the sales strategies and capabilities required to penetrate and or expand into the account.
Sales Tactics - The identification of key customer contacts required to advance the strategic and tactical aspects of the sales are key sales tactics. Formalize the collection of this information for the entire account team to leverage.
Market Development Strategy - The market development strategy must document the tangible, objective, quantitative measures of success. These sales metrics are typically expressed as subscription, bookings or revenue.
Download the Sales Strategy Template
fourquadrant.com/product/strategic-account-plan-template/
business development sales plan is an overview of the coaching program for how to generate leads and sales of your products, services and solutions
More info available at http://www.fraserhay.co.uk
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Presenting this set of slides with name - Sales Strategy Powerpoint Presentation Slides. Keep your audience glued to their seats with professionally designed PPT slides. This deck comprises of total of twenty six slides. It has PPT templates with creative visuals and well researched content. Not just this, our PowerPoint professionals have crafted this deck with appropriate diagrams, layouts, icons, graphs, charts and more. This content ready presentation deck is fully editable. Just click the DOWNLOAD button below. Change the colour, text and font size. You can also modify the content as per your need. Get access to this well crafted complete deck presentation and leave your audience stunned.
Discover a powerful framework that will help you develop and achieve your sales vision. View this presentation now to maximize the performance of your sales team.
Learn the fundamentals of business development and become a star business developer with this deck. Topics include securing media coverage, knowing the competitive landscape, and closing deals. Slides from The Business of Business Development, a class taught by BzzAgent CEO, Dave Balter, at Boston's Intelligent.ly campus.
The Go-To-Market framework is a related set of activities and processes that connect the company’s product strategy to the customer experience. The Go-To-Market framework is cross-functional, spanning product management, product marketing, and sales. It is a strategy and requires operational efficiency.
Sales Strategy Plan Powerpoint Presentation SlidesSlideTeam
Introducing Sales Strategy Plan Powerpoint Presentation Slides which allows you to position your products and services in a meaningful way. Mention specific steps that are needed to create a sales plan by utilizing marketing strategies PPT visuals. Understand how to plan for a successful product offering with the help of strategic market planning PowerPoint templates. Analyze the market to determine probable profit and revenue from it by utilizing market opportunity analysis PPT visuals. Discuss in detail four fundamentals of marketing strategy which are price, product, promotion, and place. Monitor progress and prepare for contingencies with the assistance of marketing mix PPT slide deck. Demonstrate the ways to attract your potential customers by using the business plan PPT layouts. Highlight the importance of sales planning and developing strategies in a business organization. Download our ready to use market strategic analysis PPT Presentation and succeed in getting potential customers and retaining them. https://bit.ly/3iSF6mg
How to Write a Marketing Plan: A Comprehensive Guide with TemplatesVital Design
Since we are a digital marketing agency, this marketing plan discussion will focus heavily on
digital marketing (what we call “inbound marketing”) — but the strategies and concepts discussed
can be expanded to encompass your entire marketing department.
Stratechi Sales Plan Presentation by McKinsey Alum.pdfStratechi.com
Visit https://www.stratechi.com/sales-plan-template to download the 54-page editable Sales Plan PowerPoint widescreen template created by a McKinsey consultant. The PowerPoint has all you need to get started on your sales strategy with slides packed full of agendas, charts, funnels, plans, timelines, geographic sales maps, images, icons, goals, mission, marketing strategy, account management, org charts, budgets, revenue trends, benchmarking, target customers, value proposition, change management, roadmaps, project plans, SWOT analysis, PESTLE Analysis, competitive advantage worksheet, initiatives, and many other topics necessary to create a winning sales strategy.
Sales Funnel Management For Better Lead Generation Powerpoint Presentation Sl...SlideTeam
You can download this product from -
https://www.slideteam.net/sales-funnel-management-for-better-lead-generation-powerpoint-presentation-slides.html
slideteam.net has the world's largest collection of Powerpoint Templates. Browse and Download now!
Description of this above product -
Sales pipeline management is a technique that allows you to monitor and direct the opportunities in your sales pipeline. At present, the company wants to determine the current issues in the sales pipeline and identify suitable strategies. Grab our professionally designed template on Sales Funnel Management for Better Lead Generation. It provides details on best practices to manage sales pipeline, actions for smooth functioning of the sales pipeline, key focus areas at each sales pipeline stage, a successful pipeline review structure, and ways to clean up the sales pipeline. This presentation also covers details on the challenges of the sales pipeline, the impact of sales pipeline challenges on business, and practical strategies to eliminate the obstacles. Additionally, this PowerPoint presentation provides details on various sales pipeline management tools, critical features of pipeline management tools, and critical sales management effectiveness priorities. Also, this presentation provides details on statistics of sales pipeline after strategy implementation, a dashboard showing effective management of sales pipeline, and a dashboard showing sales pipeline opportunities. Download it now.
Why business development? Finally, a clear definition!David Cruz e Silva
Original article available here: http://untamedpotential.com/business-development-finally-clear-definition/
Business Development is necessary nowadays for businesses to achieve sustainable business growth. It focuses on creating long-term value rather than quick cash solutions. Even though different from, it may include Sales, as well as Strategy and Marketing.
To be a Business Developer you must align the overall strategy with business development to explore synergies, embrace an innovative and iterative mindset and creatively think about everything you know (and don’t know) about the business. Also, monitoring and analysing are key drivers of growth.
Download the Sales Strategy Template
fourquadrant.com/product/strategic-account-plan-template/
Sales Strategy Template - The outline for s sales strategy plan should include an assessment of the customer’s business, opportunities that are prioritized, a summary of the team’s capabilities, an evaluation of relationships and a sales action plan.
Strategic Market Planning - Assessing a customer’s business is a fundamental element of strategic market planning. Start with a basic SWOT and then drill down to develop value statements that specific to specific business initiatives.
Sales Strategy Plan - The sales strategy plan should be centered around the opportunity area that provides high value to both the account and the vendor. Other opportunities may exist but win / win’s are the best possible outcome.
Marketing & Sales Strategy - Document the sales strategies and capabilities required to penetrate and or expand into the account.
Sales Tactics - The identification of key customer contacts required to advance the strategic and tactical aspects of the sales are key sales tactics. Formalize the collection of this information for the entire account team to leverage.
Market Development Strategy - The market development strategy must document the tangible, objective, quantitative measures of success. These sales metrics are typically expressed as subscription, bookings or revenue.
Download the Sales Strategy Template
fourquadrant.com/product/strategic-account-plan-template/
business development sales plan is an overview of the coaching program for how to generate leads and sales of your products, services and solutions
More info available at http://www.fraserhay.co.uk
sales plan
business development plan
sales strategy
sales pipeline
sales training
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business development
pipeline selling
social networking
social selling
online selling
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This white paper will provide small-business owners with a clear understanding of what they should to do in order achieve sustainable growth in their business.
During this session we define what a business plan is and it's uses and benefits. We provide a framework to follow when developing your plan that helps you go through all the key elements to ensure that you have a concise and solid plan for investors and for your partners, employees and other stakeholders.
Chapter 8 - SECRETS TO BUILDING A WORLD-CLASS BUSINESS THROUGH LEADERSHIP MAR...VINCE FERRARO
Do you dream of winning? Are you In It To Win It? There is an old saying that states:To the victor go the spoils. This saying originated from wars fought in ancient days - and meant that the victor got all the goodies! In today's competitive society, our desires and intentions are to be the best at what we do to win the prize - tangible or intangible. In fact, even the US Army used the slogan Be all that you can be as a motivator for recruits to join and excel.
Tom Hopkins, Author of How To Master The Art Of Selling & states that if you're going to do anything-small or large-why not do it to the best of your ability? Being the 'best' connotes drive, perseverance, leadership, success - factors that are valued by our culture, by which we are judged, and which make us feel good. Where does this take us? Well, we all want to be successful in our endeavors.
The Celebrity Expert® authors in this book have earned 'Blue Ribbons' in their respective fields of endeavor. They have succeeded in attaining their goals. Are you aspiring to be the best in your field? Are you planning to succeed? These Celebrity Experts® have blazed a trail that will show you the way and make it easier for you to succeed. They will show you how to avoid the pitfalls they encountered and, if you take advantage of their experiences, they will coach you to attain your desired goals. Experience suggests that readers of this book will be...In It To Win It.
Many small and medium sized enterprises [SME] owners already know what needs to be done to grow their business but lack the time and/or resources to bring about the necessary changes.
Others may simply be reluctant or restrained by tradition to make a shift.
Change is difficult.
This series attempts to help answer the question, "How will owners [like me] make the necessary changes to aggressively grow their business in 2014 — and beyond?”
Top 12 tips for driving consistent sales growthIBG-World
Simon has over 25 years’ proven international management, sales, business development and strategy experience with particular emphasis on new business start up, growth and acquisition
Page 72-73Company’s ObjectivesStatement of MissionMan.docxkarlhennesey
Page 72-73
Company’s Objectives/Statement of Mission
Many, if not most, successful large companies describe the main goal of their internal planning process as articulating and clarifying their “philosophy” or “mission.” The best, most effective Mission Statements are not mere empty words, but principles and objectives that guide all other aspects and activities of the business.
“We are a mission-driven business. We are democratizing organic and fair trade.”
Seth Goldman
Cofounder, Honest Tea
You should be able to sum up the basic objectives and philosophy of your company in just a few sentences. One statement should encapsulate the nature of your business, your business principles, your financial goals, your “corporate culture,” and how you expect to have your company viewed in the marketplace.
A Statement of Mission provides focus for your company and should be the defining concept of your business for at least the next few years. It should be the result of a meaningful examination of the foundations of your company, and virtually every word should be important.
A finished Mission Statement might be: “AAA, Inc., is a spunky, imaginative food products and service company aimed at offering high-quality, moderately priced, occasionally unusual foods using only natural ingredients. We view ourselves as partners with our customers, our employees, our community, and our environment, and we take personal responsibility in our actions toward each. We aim to become a regionally recognized brand name, capitalizing on the sustained interest in Southwestern and Mexican food. Our goal is moderate growth, annual profitability, and maintaining our sense of humor.”
The Statement of Mission worksheet on pages 72–73 helps you outline your company’s objectives.
Statement of Mission
Describe your company’s philosophy in terms of the areas listed below.
· Range/Nature of Products or Services Offered
· Quality
· Price
· Services
· Overall Relationship to Customer
· Management Style / Relationship to Employees
· Nature of Work Environment
· Relationship to Rest of Industry
· Incorporation of New Technology
· Growth/Profitability Goals
· Relationship to Community/Environment/Other Social Responsibility Goals
· Other Personal/Management Goals
Pages 148-149
Risk
Every business involves risk. Only the most naive and inexperienced entrepreneurs believe their business “just
can’t fail.” Use this section to sit down and think through the various risks facing your new endeavor.
This task might seem daunting. So why shake your enthusiasm? Because risk assessment helps you prepare for
and prevent threats to your success. If, for instance, you identify a major risk as the possibility that a well-
funded competitor will enter the market, you will want to take steps to quickly secure key customer contracts or
line up significant funding yourself.
Evaluating your risks isn’t meant to be an exercise in fear (although if you are intimidated by the risks ...
Successful Marketing Starts With A StrategySpryIdeas
Of course, as any savvy marketer knows, in today’s world, nurturing or drip marketing can be a powerful tool to grow your business, which involves sending or “dripping” messages to customers or prospects over time. In other words, marketing ain’t what it used to be. In fact, some experts say marketing is evolving faster than universities can develop new courses to teach the next generation of marketers – they are essentially learning on the job. (http://bit.ly/2ghsK8H)
Many of my friends from industry have asked for my opinion on the economic crisis and its impact on business. My answer to them is that the real problem is that companies simply do not internalise the proper actions to take in order to respond to such a situation.
And rarely is it more critical than in retail business strategy, and the far-reaching implications surrounding the phenomena often known as ‘wallet share’ or ‘share of wallet’.
‘Share of wallet’ is in essence an holistic term capturing the aspect of a retailer’s desire to understand and manage consumer spending, how much they have, and how frequent and recent this occurs. This clearly introduces the aspects of service, proposition, customer loyalty, and internal & external change as strategy components for serious consideration by the senior management team.
This paper seeks to explore these aspects of a Retail business strategy, giving insight and advice for a stronger business strategy in ‘Changing Times’.
Similar to ABC Of Business Planning and Development (20)
1. ABC Of Business
Planning And Development
Nkem Joseph-Palmer MBA
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3. Oh Dear, What Can The Matter Be?
“Business is a game, played for fantastic stakes, and you’re in competition with
experts. If you want to be a win, you’ve got to learn to be a master of the
game”- Sydney Sheldon
The basic decisions are involved in every business:
- The Investment Decision
- The Financing Decision
- The Dividend Decision
The “Koko” of the matter: MAKING SUSTAINABLE PROFITS!!!
Current economic downturn has kicked businesses in the guts!
Businesses must set sustainable goals!
4. Where Do Profits Come From?
Despite the economy or politics, businesses must survive and be
sustainable!
Armed robbers and mortuaries make profit too!!
Simplistically, Profit= Revenue –Expenditure
Profits can come from either increasing revenue or reducing expenditure!!
Revenue is generated by OPERATIONS
Operations give birth to PROFITS!!!
So does Customer request, Business need/strategic opportunity, Innovation,
Technology, Legal requirements, Market demand and the Environment…
5. What Is Business Planning?
A business plan is a formal statement of business goals, reasons they are
attainable, and plans for reaching them. It may also contain background
information about the organization or team attempting to reach those
goals.-Wikipedia
It can be used as a strategy document, management guide or financing
tool.
For every management system, statistical fluctuations and dependent
events interact to create bottlenecks…Bottlenecks are migratory!!
Due to anticipated bottlenecks along the business lifecycle, planning the
business is very crucial to sustainability!
8. Getting Down To Earth…
Even as it is true as in America, it is often said that eight out of every ten
businesses fail in their first five years in Nigeria.-EDC/PAU;SMEToolkit
Excessive focus on products and services, rather than planning and other
management functions, has been identified as the major reason why 60 - 70 per
cent of Small and Medium Enterprises (SMEs) fail in their first three years of
starting operations in Nigeria.-ThisDay Newspapers, Wednesday 15TH July 2015
Selecting a vibrant industry is a start, but only a start, to improving the
probability of leading a business with staying power. Note that even the industry
with the highest predicted life span of five years barely cleared the 50%
threshold. Thousands of businesses fail even during the best of economic times
and in industries that ride high during those periods.
The leading cause of business failure was determined to be “Incompetence”.
Fully 46% of failures could be explained by this broad-brush term. The specific
behaviors that underlie this headline, however, are fairly specific and revealing.
These include:
9. Getting Down To Earth…
Taking an emotional approach to pricing
Non-payment of taxes
No knowledge of industry pricing conventions
No knowledge of financing requirements and conventions
No experience in record-keeping
Unbalanced experience or lack of managerial experience
Living beyond the means of the business
Lack of planning
10. So How Do We Then Manage
Businesses?
PLAN ORGANIZE CONTROL
“Business Management is the activities associated with running a company,
such as controlling, leading, monitoring, organizing, and planning through
the application of knowledge, skills and techniques”
Scope, scale and complexity is the only differentiation!!
The first step to managing any business is PLANNING the business!
Failing to plan, is planning to fail…
11. The Inverted or Reversed Pyramid
Goals- Mission Derived
Objectives- Vision
Derived
Strategies
Targets
Tasks
12. Gleaned From The Reversed Pyramid…
Mission Statement
Vision Statement
Goals
Objectives
Strategies
Organogram
Team
13. What is Business Development?
Business development comprises a number of tasks and processes
generally aiming at developing and implementing growth opportunities
within and between organizations. It is a subset of the fields of business,
commerce and organizational theory.
It is a function that promotes the values of the business plan, and seeks to
meet set goals and objectives, attending to clearly defined baselines.
15. Business Development Tilts Towards
Marketing…
The reason behind this, is that typical goals of business development
include brand placement, market expansion, new user acquisition, and
awareness -- all of which are shared goals of marketing. The slight slide
towards sales is simply because of the tactics business development
employs to achieve those goals.
17. The Differentiator…
Simply stated, the function of sales is to sell directly to the end customer.
The function of business development is to work through partners to sell to
the end customer, in a scalable way.
Scalability is the differentiator. It allows a company to use pre-existing sales
teams or communities that a partner has developed to reach new
audiences. Sales is very much an equation of capacity, which is why sales
teams tend to grow so large.
Business development teams, on the other hand, are typically very small,
maintaining their small size by working through existing partner
infrastructures. The art of business development comes in identifying
partners that fit that description, while finding a way to provide value to the
partner's end customer and business.
18. Essentially…
The foremost word that comes up in the Business Development world is
'relationships'. That's pretty much what it's all about.
Good business development will help identify, maintain and encourage
relationship building within a firm, building rapport with both suppliers and
customers.
It helps strengthen the bonds between these links, supporting the marketing
copy and material that establishes your product in the relevant marketplace.
It helps provide information as to what the client needs to the 'front line' sales
team, assisting them in closing the deal at the end of the process.
It helps inform management as to how the market is moving, providing insights
into new developments of technology, social media and other digital avenues
that the firm can take advantage of, to build and maintain loyalty.
19. A B C Of Business Planning and
Development
Business management is both a SCIENCE and an ART
Throw away the academics and consider these ABCs in the next slides
We need to get our businesses to work at the desired planned baselines!!!
20. A-BP
Always properly define what you are involved in: is it a service-oriented business,
a product-focused business or a mix of the two? Conceptualization is key!!!!
Always clearly state your company’s long-term mission. Try to use words that will
help direct the growth of your company, but be as concise as possible.
Always summarize your market in the past, present, and future. Review those
changes in market share, leadership, players, market shifts, costs, pricing, or
competition that provide the opportunity for your company’s success.
Always ensure to identify problems and opportunities. State consumer problems,
and define the nature of product/service opportunities that are created by
those problems.
Always ensure you summarize the key technology, concept, or strategy on
which your business is based.
21. B-BP
Be certain that you know who your stakeholders are and ensure proper
stakeholder identification and analysis have been done
Be smart! Summarize the competition and outline your company’s
competitive advantage
Beware of constraints: Constraints limit the options of a business manager. A
SWOT Analysis is a useful tool, so is an environmental analysis (PESTLE)
Be sure to list five-year goals. State specific, measurable objectives for
achieving your five-year goals. List market-share objectives. List
revenue/profitability objectives.
Be very careful with supply chain management and procurement
22. C-BP
Cultivate and outline a high-level financial plan that defines your financial
model and pricing assumptions. This plan should include expected annual
sales and profits for the next three years.
Collect and list requirements for the following resources: Personnel,
Technology, Finances, Distribution, Promotion, Products, Services etc
Capable business managers must have interpersonal skills and general
management skills such as negotiation, leadership and mentoring
Cut out waste of every type in terms of money, time or scope
Consider summarizing the risks of the proposed business and how they will
be addressed. Estimate expected rewards, particularly if you are seeking
funding
23. A-BD
Always Scouting: The earliest stage of a company. At this point, business development is
about identifying various routes to market, points of leverage and providing the internal
team early market feedback. The ability to work with product and engineering teams is a
key skill.
Always Testing: At this stage, biz dev will close a few deals to test assumptions and provide
measureable input before you scale the business. Analytical skills to set up a framework for
what to measure, and examining the data, will determine if and where to scale based on
the company’s strengths and vision.Always summarize your market in the past, present,
and future. Review those changes in market share, leadership, players, market shifts, costs,
pricing, or competition that provide the opportunity for your company’s success.
Always ensure to identify problems and opportunities. State consumer problems, and
define the nature of product/service opportunities that are created by those problems.
Always Scaling: After gathering data from early deals and validating a path to achieve
your goals, business development is ready to start replicating deals and putting a support
structure in place.
24. B-BD
Be certain that you know who your stakeholders are and ensure proper
stakeholder identification and analysis have been done
Business development will identify and create partnerships that enable
leverage for driving revenue, distribution or that enhance the product. Sales is
focused almost exclusively on driving revenue.
Beware of constraints: All successful deals are a result of accountability and
proactive management — by both business development and account
management
Be sure to promote quantitative value! Companies sometimes try to build a
business purely around a qualitative value proposition, which is difficult and has
a higher likelihood of failure. The market is less willing to pay for a better user
experience or the promise of increased engagement, even if they like the
product and find it useful. A quantitative value (lowers cost, drives revenue,
more customers, etc.) dramatically increases the odds of success.
25. C-BD
Cultivate good business development practices that will engage internal resources along
the way to ensure the company can meet the goals and expectations of a partnership. A
lack of support will almost certainly lead to finger pointing and blaming when things go
south. Everyone should own part of the success or failure from the start.
Create support from your team, and ensure that everyone needs to understand why the
deal makes sense for your company. Does it drive revenue, lead to new users or enable
the company to enter a new market or vertical? When the goal is clear and measurable, it
makes it easier to address issues like, “Why are we converting below projections?”
Capable business managers know the difference between doing deals and doing the
right deals. A good dealmaker can help identify a false signal –- when there is just enough
market momentum and revenue to mask the greater opportunity. Conversely, a less
experienced dealmaker or one with the wrong incentives can generate enough
momentum and distract the company from the bigger opportunity.
Consider that a legal agreement codifies a business arrangement and includes
commercial terms as well as what happens if things do not work out. This requires business
development and legal counsel to assess the business opportunity versus the business risk
and explain the trade-offs to management.
26. FINAL ANALYSIS…
Near term:
Identify key decisions and issues that need immediate or near-term
resolution.
State consequences of decision postponement.
Long term:
Identify issues needing long-term resolution.
State consequences of decision postponement.
If you are seeking funding, be specific about any issues that require
financial resources for resolution.