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The document discusses tracking business development efforts. It begins by distinguishing between sales and business development, noting that business development involves working through partners to sell to customers. It emphasizes the importance of continuously updating a tracking spreadsheet that lists contacts, objectives, activities and follow-ups. The document then discusses how to plan opportunities using the tracking data and how to effectively network at conferences by preparing beforehand and following up afterwards. It concludes by stressing the importance of expanding business development efforts over time.

Tracking Your Business
Development Efforts
November 18, 2016

TrackingYourBusinessDevelopmentEfforts Expand Your Business Development Reach
Leslie Norman

TrackingYourBusinessDevelopmentEfforts
I. Sales vs. business development
II. Maintaining tracking method
III. Attacking a conference
IV. Expanding your business development plan
Today’s Agenda

TrackingYourBusinessDevelopmentEfforts
Sales vs. Business Development
“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.”
Andrew Dumont

TrackingYourBusinessDevelopmentEfforts
What is Business Development?

TrackingYourBusinessDevelopmentEfforts
I. Clients
II. Prospects
III. Referral sources
IV. Former clients
V. Former colleagues
VI. Classmates
VII.Board members
VIII.Conference attendees
Who Are Your Partners?

TrackingYourBusinessDevelopmentEfforts
I. Create a spreadsheet and add 3 to 5 names a week
Start Small
Contact Objective Activity Activity Date Follow-Up Activity
John Smith,
Boeing
Obtain Litigation
Work
Intro lunch 10/24/16 Handwritten note
David Rope,
Wells Fargo
Referral source Happy-hour 10/14/16 Email follow-up
Lou Kite,
Koch
Qualify Phone call/email 10/10/16 Phone Call

TrackingYourBusinessDevelopmentEfforts
Why Update?
I. Plan your next steps
II. Stay organized
III. Ask for advice
IV. Cross-selling opportunities
Accountability

TrackingYourBusinessDevelopmentEfforts
Plan Your Opportunities
I. Plan week-to-week
II. Be proactive with each opportunity
III. Follow-up, follow-up, follow-up
IV. Ask for help

TrackingYourBusinessDevelopmentEfforts
Attacking a Conference
Pre-Conference:
1. Obtain and review the attendee list
2. Research
3. Schedule meetings at the conference

TrackingYourBusinessDevelopmentEfforts
Attacking a Conference
At the Conference:
1. Seek out your targets
2. Ask questions
3. Save your target’s contact information

TrackingYourBusinessDevelopmentEfforts
Attacking a Conference
Post - Conference:
1. Update your business development list
2. Ask for assistance
3. Follow-up

TrackingYourBusinessDevelopmentEfforts
Attacking a Conference

TrackingYourBusinessDevelopmentEfforts
Visibility is Credibility

TrackingYourBusinessDevelopmentEfforts
Jeff Manning
872116
@JeffJManning
LinkedIn.com/in/JeffManning
Jeff.Manning@arlaw.com

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Webinar Presentation

1. Tracking Your Business Development Efforts November 18, 2016

2. TrackingYourBusinessDevelopmentEfforts Expand Your Business Development Reach Leslie Norman

3. TrackingYourBusinessDevelopmentEfforts I. Sales vs. business development II. Maintaining tracking method III. Attacking a conference IV. Expanding your business development plan Today’s Agenda

4. TrackingYourBusinessDevelopmentEfforts Sales vs. Business Development “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.” Andrew Dumont

5. TrackingYourBusinessDevelopmentEfforts What is Business Development?

6. TrackingYourBusinessDevelopmentEfforts I. Clients II. Prospects III. Referral sources IV. Former clients V. Former colleagues VI. Classmates VII.Board members VIII.Conference attendees Who Are Your Partners?

7. TrackingYourBusinessDevelopmentEfforts I. Create a spreadsheet and add 3 to 5 names a week Start Small Contact Objective Activity Activity Date Follow-Up Activity John Smith, Boeing Obtain Litigation Work Intro lunch 10/24/16 Handwritten note David Rope, Wells Fargo Referral source Happy-hour 10/14/16 Email follow-up Lou Kite, Koch Qualify Phone call/email 10/10/16 Phone Call

8. TrackingYourBusinessDevelopmentEfforts Continuously Update Contact Objective Activity Activity Date Follow-Up Activity John Smith, Boeing Obtain Litigation Work Intro lunch 10/24/16 Handwritten note David Rope, Wells Fargo Referral source Happy-hour 10/14/16 Email follow-up Lou Kite, Koch Qualify Phone call/email 10/10/16 Phone Call Contact Objective Activity Activity Date Follow-Up Activity John Smith, Boeing Obtain Litigation Work Intro lunch 10/24/16 Handwritten note 11/7/16 Introduce GR team and exp. Schedule meeting with Jeff Brooks Call to schedule Send firm profile David Rope, Wells Fargo Referral source Happy-hour 10/26/16 Email follow-up 11/1/16 Invite to firm tailgate 11/12/16 Monthly contact list Lou Kite, Koch Qualify Phone conference 10/28/16 Phone Call 11/4/16 Possible M&A opportunity Email 11/1/16 Chat w/ David Johnson – and Jeff Manning Will Beach, The Beach Company Met at ACG NOLA – Timber opportunities Call to follow up 11/8/16 Email Timber brochure

9. TrackingYourBusinessDevelopmentEfforts Why Update? I. Plan your next steps II. Stay organized III. Ask for advice IV. Cross-selling opportunities Accountability

10. TrackingYourBusinessDevelopmentEfforts Plan Your Opportunities I. Plan week-to-week II. Be proactive with each opportunity III. Follow-up, follow-up, follow-up IV. Ask for help

11. TrackingYourBusinessDevelopmentEfforts Attacking a Conference Pre-Conference: 1. Obtain and review the attendee list 2. Research 3. Schedule meetings at the conference

12. TrackingYourBusinessDevelopmentEfforts Attacking a Conference At the Conference: 1. Seek out your targets 2. Ask questions 3. Save your target’s contact information

13. TrackingYourBusinessDevelopmentEfforts Attacking a Conference Post - Conference: 1. Update your business development list 2. Ask for assistance 3. Follow-up

14. TrackingYourBusinessDevelopmentEfforts Attacking a Conference

15. TrackingYourBusinessDevelopmentEfforts Attacking a Conference

16. TrackingYourBusinessDevelopmentEfforts Expanding Your BD Plan Contact Objective Activity Activity Date Follow-Up Activity John Smith, Boeing Obtain Litigation Work Intro lunch 10/24/16 Handwritten note 11/7/16 Introduce GR team and exp. Schedule meeting with Jeff Brooks Call to schedule Send firm profile David Rope, Wells Fargo Referral source Happy-hour 10/26/16 Email follow-up 11/1/16 Invite to firm tailgate 11/12/16 Monthly contact list Lou Kite, Koch Qualify Phone conference 10/28/16 Phone Call 11/4/16 Possible M&A opportunity Email 11/1/16 Chat w/ David Johnson – and Jeff Manning Will Beach, The Beach Company Met at ACG NOLA – Timber opportunities Call to follow up 11/8/16 Email Timber brochure

17. TrackingYourBusinessDevelopmentEfforts Visibility is Credibility

18. TrackingYourBusinessDevelopmentEfforts Jeff Manning 872116 @JeffJManning LinkedIn.com/in/JeffManning Jeff.Manning@arlaw.com

19. TrackingYourBusinessDevelopmentEfforts Expand Your Business Development Reach Leslie Norman

Editor's Notes

Slide 2 Please be sure to sign up for the last webinar in this series entitled, “Selling to Win: The Sales Process for Business Development.” Will take place on November 30 at 2:00 pm central Presented by Leslie Norman, the very talented BDM in our Nashville office
Slide 2 Please be sure to sign up for the last webinar in this series entitled, “Selling to Win: The Sales Process for Business Development.” Will take place on November 30 at 2:00 pm central Presented by Leslie Norman, the very talented BDM in our Nashville office

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Editor's Notes