This document provides a 90-day business development plan for a senior leadership team in Brazil. The summary includes:
1) The plan aims to build a sales pipeline of over $2 million in forecasted revenue by contacting at least 50 clients and introducing two proposals per month.
2) Key targets include large companies in telecommunications, technology and banking with over 500 employees. The plan will focus on prospecting, analyzing opportunities, and setting priorities to drive the sales pipeline.
3) Actions include organizing client data, developing a list of key contacts, ranking clients, setting meetings, presenting solutions, and regularly reviewing pipeline effectiveness. Training and collaboration are also important success factors.
My resume is a sample of what you will get for yourselfFRANCIS Isugu
I am a pro resume Writer, hire me and I will help you get hired. With the assurance that you will get the best resume you have ever had, and so stand a chance of getting the best job you have ever won, I challenge you to try my resume writing service and see for yourself how it helps you get the best job you have been thinking wasn't possible. I will brand you for your new role and hone your skills that you will become the best fit for any available role. So, don't give up your job search, give your career a push, get my help to boost your confidence to get the next job interview and you will come out happy.
Seven parts to a marketing proposal for small businesses. Take the risk and uncertainty out of hiring a marketing consultant to help achieve your goals for growing your business. Ask for this information.
My resume is a sample of what you will get for yourselfFRANCIS Isugu
I am a pro resume Writer, hire me and I will help you get hired. With the assurance that you will get the best resume you have ever had, and so stand a chance of getting the best job you have ever won, I challenge you to try my resume writing service and see for yourself how it helps you get the best job you have been thinking wasn't possible. I will brand you for your new role and hone your skills that you will become the best fit for any available role. So, don't give up your job search, give your career a push, get my help to boost your confidence to get the next job interview and you will come out happy.
Seven parts to a marketing proposal for small businesses. Take the risk and uncertainty out of hiring a marketing consultant to help achieve your goals for growing your business. Ask for this information.
Event management business plan.
This business plan will help you a lot. I have described everything about Event Management Business Plan. Do you want to start your own event management company?
You can knock me at https://planforstartup.com/ for details.
I will help you.
Out2Bound is an on-demand sales-as-a-service agency that helps technology companies (software devеlopment, mobile, web, SaaS) to attract b2b clients and access new markets around the globe. We develop and execute outbound sales development strategies on behalf of technology companies to enrich their sales pipelines and as a result to start conversations with highly targeted potential new clients. Additionally, we test out new markets and validate the product or service-market-fit. We are able to both plug into the company as a remote sales team or support an existing sales team by enriching its sales pipeline.
Based on exciting new ‘Sales 2.0’ prospecting techniques with a focus on mutual business fit, research and consultative discussion, create highly relevant, quality sales opportunities for the closing team.
Based on exciting new ‘Sales 2.0’ prospecting techniques with a focus on mutual business fit, research and consultative discussion, create highly relevant, quality sales opportunities for the closing team.
Senior Marketing Manager, Channels & Strategic Accounts
About the Job
The Senior Marketing Manager, Channels & Strategic Accounts is responsible for successfully planning and managing highly effective marketing programs targeting existing strategic accounts within the Global 500 segment and the development of partner marketing programs for ON24’s resellers, which includes a couple of the world’s largest software and communications companies.
Marketing plan | Marketing Strategies | Customer Acquisition PlanningInfocrest
The inception of marketing strategies occurs with developing of a “Marketing Plan”, which provides the roadmap to advertise your products and services in an effective and efficient manner. It ensures that you are adopting a strategy proven for your industry and spending marketing funds appropriately.
An incompetent brand identity makes successful business running all the more troublesome. Infocrest will act as a helping hand to sail you through customer acquisition process via implementing marketing Strategies and marketing plan for you whether you are a startup or an existing company.
Some of the attributes are:
1. Customer Focus
2.Website Marketing Strategy
3.Sales Planning
4.Logo designing
5.Brochure Designing
6.All other aspects for developing a brand value for your business.
iInfocrest finweb helps in customer acquisition process through implementation marketing Strategies ,marketing plan for startup & existing company .”/>
Event management business plan.
This business plan will help you a lot. I have described everything about Event Management Business Plan. Do you want to start your own event management company?
You can knock me at https://planforstartup.com/ for details.
I will help you.
Out2Bound is an on-demand sales-as-a-service agency that helps technology companies (software devеlopment, mobile, web, SaaS) to attract b2b clients and access new markets around the globe. We develop and execute outbound sales development strategies on behalf of technology companies to enrich their sales pipelines and as a result to start conversations with highly targeted potential new clients. Additionally, we test out new markets and validate the product or service-market-fit. We are able to both plug into the company as a remote sales team or support an existing sales team by enriching its sales pipeline.
Based on exciting new ‘Sales 2.0’ prospecting techniques with a focus on mutual business fit, research and consultative discussion, create highly relevant, quality sales opportunities for the closing team.
Based on exciting new ‘Sales 2.0’ prospecting techniques with a focus on mutual business fit, research and consultative discussion, create highly relevant, quality sales opportunities for the closing team.
Senior Marketing Manager, Channels & Strategic Accounts
About the Job
The Senior Marketing Manager, Channels & Strategic Accounts is responsible for successfully planning and managing highly effective marketing programs targeting existing strategic accounts within the Global 500 segment and the development of partner marketing programs for ON24’s resellers, which includes a couple of the world’s largest software and communications companies.
Marketing plan | Marketing Strategies | Customer Acquisition PlanningInfocrest
The inception of marketing strategies occurs with developing of a “Marketing Plan”, which provides the roadmap to advertise your products and services in an effective and efficient manner. It ensures that you are adopting a strategy proven for your industry and spending marketing funds appropriately.
An incompetent brand identity makes successful business running all the more troublesome. Infocrest will act as a helping hand to sail you through customer acquisition process via implementing marketing Strategies and marketing plan for you whether you are a startup or an existing company.
Some of the attributes are:
1. Customer Focus
2.Website Marketing Strategy
3.Sales Planning
4.Logo designing
5.Brochure Designing
6.All other aspects for developing a brand value for your business.
iInfocrest finweb helps in customer acquisition process through implementation marketing Strategies ,marketing plan for startup & existing company .”/>
The Ultimate How-To CRM Guide is the document that you need to make your decision between cloud-computing technology and on-premises. We call it "Ultimate" because it is the Ultimate How-To CRM Guide, the "Must-have" Guide :)
Online Lead Generation Management Proposal PowerPoint Presentation SlidesSlideTeam
If your company needs to submit a Online Lead Generation Management Proposal PowerPoint Presentation Slides look no further.Our researchers have analyzed thousands of proposals on this topic for effectiveness and conversion. Just download our template, add your company data and submit to your client for a positive response. http://bit.ly/375Y2of
Today’s top B2B marketers are responsible for more than just filling the top of the funnel with prospects. It’s all about finding the right accounts — and converting those accounts to cold, hard dollars, with the help of an effective account-based marketing strategy. Want to learn how? This #LLS16 Demand Gen Report session with Shari Johnston, VP of Demand Marketing for Radius, shares tips for TOFU success. View the full webinar here: http://dg-r.co/2aQAhK3
If your company needs to submit a Branding Strategies Proposal PowerPoint Presentation Slides look no further. Our researchers have analyzed thousands of proposals on this topic for effectiveness and conversion. Just download our template, add your company data and submit to your client for a positive response. https://bit.ly/30mVCBV
Branding Plan Proposal PowerPoint Presentation SlidesSlideTeam
If your company needs to submit a Branding Plan Proposal PowerPoint Presentation Slides look no further. Our researchers have analyzed thousands of proposals on this topic for effectiveness and conversion. Just download our template, add your company data and submit to your client for a positive response. https://bit.ly/2KeWcfG
Proposal For Marketing Campaign PowerPoint Presentation SlidesSlideTeam
If your company needs to submit a Proposal For Marketing Campaign PowerPoint Presentation Slides look no further. Our researchers have analyzed thousands of proposals on this topic for effectiveness and conversion. Just download our template, add your company data and submit to your client for a positive response. http://bit.ly/337vDxT
If your company needs to submit a Online Marketing Advisory Proposal PowerPoint Presentation Slides look no further. Our researchers have analyzed thousands of proposals on this topic for effectiveness and conversion. Just download our template, add your company data and submit to your client for a positive response. https://bit.ly/3ipTv6l
Marketing And Its Future Metrics Proposal PowerPoint Presentation SlidesSlideTeam
If your company needs to submit a Marketing And Its Future Metrics Proposal PowerPoint Presentation Slides.Our researchers have analyzed thousands of proposals on this topic for effectiveness and conversion. Just download our template, add your company data and submit to your client for a positive response. http://bit.ly/2Serrsm
If your company needs to submit a Brand Promotion Consulting Proposal PowerPoint Presentation Slides look no further. Our researchers have analyzed thousands of proposals on this topic for effectiveness and conversion. Just download our template, add your company data and submit to your client for a positive response. https://bit.ly/3i2J4p3
If your company needs to submit a Website Launch Proposal PowerPoint Presentation Slides look no further. Our researchers have analyzed thousands of proposals on this topic for effectiveness and conversion. Just download our template, add your company data and submit to your client for a positive response. http://bit.ly/37hqBPB
12Purpose of Assignment This assignment is designed to.docxmoggdede
1
2
Purpose of Assignment
This assignment is designed to help students analyze and interpret primary and/or secondary data and research. First, students will be provided with a marketing report that allows for preparing basic executive level data insights. Second, they will be allowed to pick a company and product or service. This assignment will help prepare students for the development of their marketing plan. Students will be creating a marketing plan (refer to Marketing Plan and Outline document) so they may want to choose a company and product or service that has data readily available or where they can use demographic/psychographic data to provide insights.
Assignment Steps
Part 1:
Analyze the Week 1 Business Growth Overview dataset. This is a marketing report generated by an analyst for the Senior Vice President (SVP) of Marketing at a large corporation. The analyst is new and has provided summary data but no insights or commentary for the SVP.
Construct a minimum 525-word memorandum for the SVP providing insights and commentary. The memorandum should include your analysis of the following:
· Major areas of increase and decrease in revenue or type and/or category of business
· Trends that are evident in terms of revenue or type and/or category of business
· Insights that would help formulate marketing strategies to either continue growth or reverse decline
· Additional analysis you (if you were SVP) would like to build a marketing goal and strategy or strategies (and why)
Part 2:
Select a global or multi-regional (does business in more than one country) company and one of its products or services that will serve as the basis for your marketing plan. You should obtain two years of annual reports as well as two years of 10K reports (provides a comprehensive overview of the company's business and financial condition and includes audited financial statements) for your data source. Once you have selected your product or service, you must define the size and type of your selected company that provides the product or service (available from annual reports). This need not be elaborate but must include total number of employees, production volume, distribution methods, and so forth. Record this information in a summary document as outlined below.
Company and product selection is a critical part of this project. You must ensure your proposed company can implement the marketing methods discussed in Marketing Management.
Prepare a minimum 175-word summary document and send it to your instructor as a record of your selection. The summary document should include the following:
· Name of Company
· Location of Company Headquarters
· Name of Product or Service selected
· General description of company (number of employees, revenue, type of ownership, web page, etc.)
· General description of product or service
Memo
To:, Senior Vice President (SVP) Marketing Department
FROM:, Analyst
Date: March 20, 2017
SUBJECT: Marketing Strategies to Improve ...
If your company needs to submit a Marketing Campaign Proposal Powerpoint Presentation Slides look no further. Our researchers have analyzed thousands of proposals on this topic for effectiveness and conversion. Just download our template, add your company data and submit to your client for a positive response. https://bit.ly/2WBhkyy
Planning and Preparation covering:
SWOT analysis & audit
What is a marketing plan & how can it help you?
Marketing plan types & getting started
Elements of a digital marketing strategy
SMART goals
Breaking goals down
Content marketing timeline
Social Media Scheduling & CRM
Pricing Clarity
Pareto 80:20 Rule
Pricing Offer
Similar to Latam case bdm example bdm rodrigo andres cuesta hernandez (20)
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
Website – www.pmday.org
Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
Tata Group Dials Taiwan for Its Chipmaking Ambition in Gujarat’s DholeraAvirahi City Dholera
The Tata Group, a titan of Indian industry, is making waves with its advanced talks with Taiwanese chipmakers Powerchip Semiconductor Manufacturing Corporation (PSMC) and UMC Group. The goal? Establishing a cutting-edge semiconductor fabrication unit (fab) in Dholera, Gujarat. This isn’t just any project; it’s a potential game changer for India’s chipmaking aspirations and a boon for investors seeking promising residential projects in dholera sir.
Visit : https://www.avirahi.com/blog/tata-group-dials-taiwan-for-its-chipmaking-ambition-in-gujarats-dholera/
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
Latam case bdm example bdm rodrigo andres cuesta hernandez
1. Case
Senior leadership team XXX
Develop a 90-day BD Plan for XXX Brazil.
Considerations
Your understanding of ideal client profile, including
Characteristics and examples of target companies that you think fit your profile
What you would try and sell each one.
Description of who you would try and sell to in each company,
Strategy for the Brazil sales pipeline development and management within your first 90 days –
How do we fill and manage a robust pipeline
Specific forecast of potential sales that may result from this strategy – type of program, size, REVENUE, etc.
List and briefly describe any other “expected results” from your strategy
Please bear in mind that there are no “right or wrong” answers here. We are looking for your level of communication style and effectiveness
(including your level of expertise using PowerPoint)
You have as much time as you need to return this to me, but I ask that you invest what you consider to be a reasonable amount of time to
provide your best response to us.
2. 90 days BD Brazil Plan
“Plano Decolagem”
By Rodrigo Andres Cuesta Hernandez
05/05/2016
4. Background
Sources of information:
Five interviews with XXX Latam team.
Internet.
Plan leveraged in my experience on sales in multinational companies.
Limited knowledge/information of “The Industry”.
Lack of information of XXX Latam specific processes.
5. Goals
Expected results 01JUN2016 – 31AUG2016 (90 days plan)
Contact at least 50 Clients.
Build a pipeline with a forecast over US$ 2 MM a year.
Introduce at least two (2) proposals per month.
Beyond 90 days plan…
Generate revenue of US$ 400K by the end of June 2017.
6. Goals
Other expected results
Build a client network aimed to open new opportunities in other
companies.
Generate a prominent presence, reference in the Brazilian Market.
Build scalable solutions that can be applied in other countries.
Improve the level of knowledge of XXX services.
7. Clients
Classification
Two kinds of clients:
The one who already have a program.
The one lacking any program.
Two types of projects:
Larges ones, more than US$ 200K per year.
Smalls ones, around US$132K per year.
A balanced portfolio a must…
PROFILE
9. Clients
Key characteristics
Multinational companies with Latin
America offices .
> 500 Employees
Top companies in revenues.
Industry leaders.
.
.
.
.
In the quest of “white elephants”…
11. Clients
Target contacts
Human Resources / Sales Department / Top
Management Personnel.
Professionals with high levels of influence.
Future sponsor of the project with balance
between power and internal relationships.
Professionals with a high level of networking
with other professionals of the industry.
key to reach the “key people”
12. Strategies
Approach Pipeline building
Colleagues of FGV Executive MBA, to connect with
people inside the target companies.
Top managers of Multinational companies with
operations in Venezuela and Brazil.
University colleagues working in Multinational
companies.
LinkedIn connections.
Social relationships in public activities.
Built an strong networking…
14. Action Plan
Pipeline
Creation
date
04/05/2016 Responsible Rodrigo Cuesta (RC)
What How Who
When
Where Why How much
Start Finish
Organizing To gather all in house client`s information. RC 01/06/2016 10/06/2016 In office To avoid reworking.
R$
-
Organizing
To obtain additional client information by
Network, WEB.
RC 01/06/2016 10/06/2016 In office
To be prepared before meeting the
client.
R$
-
Organizing
Develop a list of key people in potential
clients/Channel of communication.
RC 01/06/2016 10/06/2016 In Office To be effective in reaching clients.
R$
-
Organizing
To rank clients according to: potential,
accessibility, relationship level.
RC 01/06/2016 10/06/2016 In office
To be more efficient in reaching
clients.
R$
-
Prospecting
Contacting key person according the ranking
list by phone calls, emails personal meetings,
social networks, to set up appointments.
RC 13/06/2016 31/08/2016 In office To start selling process.
R$
-
Prospecting
Clients visit, conference call to offer XXX
services.
RC 13/06/2016 31/08/2016
Client`s offices/
In office
To continue with the forecast
building.
R$ 2.000 Aprox
Prospecting
After client meeting, review the client
information to check if there are potential
opportunities.
RC 13/06/2016 31/08/2016 In office
To continue with the forecast
building.
R$
-
Analyzing
Classify the opportunities, that could be
generated based on: Size of the opportunity,
type of relationship, visibility of the project, etc.
RC 20/06/2016 31/08/2016 In office
To find out major and more likely
opportunities.
R$
-
setting
Priorities
Put in order the best opportunities based on:
Level of relationship, time to close the deal,
level of complexity, etc.
XXX Commercial
Team
27/06/2016 31/08/2016 In office To focus on our best opportunities.
R$
-
Reviewing
Pipeline
Review the effectiveness of Pipeline according
to the sales target.
XXX Commercial
Team
Since 27/06/2016 every
15 days
In office
To improve the pipeline
effectiveness.
R$
-
15. Forecast focused on 70 % large projects / 30 % small projects.
US$ 2 MM Forecast spread on 12 proposals.
Prospecting, analyzing and setting priorities are activities that will be done
simultaneously.
Disregard opportunities that not generate value in the short term.
Action Plan
Pipeline consideration
16. Intensive training on the products and services.
Effective communication with XXX Miami and Venezuela offices.
Speed up training learning curve.
Reply best practices of success cases.
Adequate marketing support.
Key success factors