Building A Business Development Culture
This document discusses improving a business development culture. It begins by defining what a business development culture is and noting a common paradox where the best business developers do the least business development. It then lists some challenges such as job specifications and benefits such as mutual value and premium service. The document provides an 11 point checklist for an active cross-selling culture and open ownership. It includes self-assessment questions about promoting other teams, recognizing collaboration, keeping in contact with clients, and credibility when discussing technical roles. It notes the typical phases businesses go through from volume to effectiveness. The overall goal is to improve a business development culture through active collaboration, sharing leads and regular client contact.
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Building A Business Development Culture
- 6. What is a BD Culture?
- 7. Business Development Paradox “The best business developers often do the least business development, instead leaving it to those with the least skills and experience”
- 9. Challenges Job Specification • Lorem ipsum dolor sit amet, consectetur adipiscing elit, • sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim • ad minim veniam, quis nostrud exercitation ullamco • laboris nisi ut aliquip ex ea commodo consequat. • Duis aute irure dolor in reprehenderit in voluptate velit esse cillum dolore eu • fugiat nulla pariatur. Excepteur
- 10. Benefits
- 11. Great Relationship Equality Mutual Value Business Advisory Premium Service Premium Price Virtual Relationship Recruitment Centric Post, Screen & Send Low Value Add Low Price
- 12. Benefits
- 13. Our 11 Point Checklist
- 18. Self Assessment Questions How well do you feel your team proactively promote different teams in your organisation? How do you recognise and reward consultants and managers that actively collaborate, share and promote other services?
- 21. Self Assessment Questions Do your managers actively encourage face to face meetings with clients? Do your consultants keep in contact with all of your past and present clients at least once every 60 days?
- 23. Self Assessment Questions How quickly can your managers pull out their teams top ten leads and say what is being done to convert them? How many of your consultants could show you a list of leads that can turn in to vacancies in the next 60 days?
- 25. 70:20:10 is created by Charles Jennings
- 26. Self Assessment Questions How credible are your consultants when they talk to clients about technical aspects of roles or the market in general? How often do your managers run training or coaching sessions for the team?
- 27. Phase 1: Volume Over Effectiveness Phase 2: Improve Effectiveness Phase 3: Effectiveness & Volume
- 28. Self Assessment Questions Do your managers actively encourage face to face meetings with clients? Do your consultants keep in contact with all of your past and present clients at least once every 60 days?