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![Page 1: Business Development Creating & Implementing a Business Development Strategy Maggie Seay, CPSM Director of Business Development & Marketing.](https://reader036.fdocuments.in/reader036/viewer/2022072016/56649ef25503460f94c03b76/html5/thumbnails/1.jpg)
Business Development
Creating & Implementing a Business Development
Strategy
Maggie Seay, CPSM
Director of Business Development & Marketing
![Page 2: Business Development Creating & Implementing a Business Development Strategy Maggie Seay, CPSM Director of Business Development & Marketing.](https://reader036.fdocuments.in/reader036/viewer/2022072016/56649ef25503460f94c03b76/html5/thumbnails/2.jpg)
Marketing is the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large.
– American Marketing Association
Creating and Implementing a BD Strategy
Marketing vs. Business Development
![Page 3: Business Development Creating & Implementing a Business Development Strategy Maggie Seay, CPSM Director of Business Development & Marketing.](https://reader036.fdocuments.in/reader036/viewer/2022072016/56649ef25503460f94c03b76/html5/thumbnails/3.jpg)
A Business Plan is a formal statement of a set of business goals, the reasons why they are believed attainable, and the plan for reaching those goals.
Strategic Planning • A 3 – 5 year roadmap for the firm.
Marketing Business Plan • A one-year increment of the Strategic Plan
SWOT Analysis
Creating and Implementing a BD Strategy
Basics of Planning
![Page 4: Business Development Creating & Implementing a Business Development Strategy Maggie Seay, CPSM Director of Business Development & Marketing.](https://reader036.fdocuments.in/reader036/viewer/2022072016/56649ef25503460f94c03b76/html5/thumbnails/4.jpg)
Creating and Implementing a BD Strategy
Creating a BD Strategy
1. Market Identification
2. Prioritization
3. Logistics & Implementation
![Page 5: Business Development Creating & Implementing a Business Development Strategy Maggie Seay, CPSM Director of Business Development & Marketing.](https://reader036.fdocuments.in/reader036/viewer/2022072016/56649ef25503460f94c03b76/html5/thumbnails/5.jpg)
1. Potential markets2. Opportunities 3. Funding vs. volume4. Certification or prequalification 5. Level of relationship / experience6. Competition7. General strategy
Creating and Implementing a BD Strategy
Step 1 – Market Identification
Market Oppor. Funding/Volume
Cert. Rel./Exp. Comp. Strategy
Federal
K-12
Higher Ed
Resident
Comm.
Industrial
Rec
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1. Markets w/greatest potential2. Potential clients3. Client contacts4. Organizational opportunities 5. Staff resources6. Method of pursuit
Creating and Implementing a BD Strategy
Step 2 – Prioritization
FEDERAL
Opportunities
Contacts Organizations
Teaming Staff Resources
Strategy
Lackland AFB
Randolph AFB
Ft. Sam
FW District
Consultant
Contractor
![Page 7: Business Development Creating & Implementing a Business Development Strategy Maggie Seay, CPSM Director of Business Development & Marketing.](https://reader036.fdocuments.in/reader036/viewer/2022072016/56649ef25503460f94c03b76/html5/thumbnails/7.jpg)
1. Staff resources2. Training
a) Relationship buildingb) Communication skillsc) Networkingd) Follow up/trackinge) Cross selling
3. Budgeta) Meals & entertainmentb) Travelc) Collaterald) Consultant feese) Charitable contributionsf) Organization dues/feesg) Trade showsh) Gifts
4. Accountability5. Success measures6. Revisit the plan
Creating and Implementing a BD Strategy
Step 3 – Logistics & Implementation
![Page 8: Business Development Creating & Implementing a Business Development Strategy Maggie Seay, CPSM Director of Business Development & Marketing.](https://reader036.fdocuments.in/reader036/viewer/2022072016/56649ef25503460f94c03b76/html5/thumbnails/8.jpg)
Creating and Implementing a BD Strategy
Case Study – San Antonio Federal Market
Market Oppor. Fund/Vol Cert. Rel/Exp Comp. Strategy
Federal
FEDERAL
Opportunities
Contacts Organizations
Teaming Staff Resources
Strategy
Lackland AFB
Randolph AFB
Ft. Sam
FW District
Consultant
Contractor
![Page 9: Business Development Creating & Implementing a Business Development Strategy Maggie Seay, CPSM Director of Business Development & Marketing.](https://reader036.fdocuments.in/reader036/viewer/2022072016/56649ef25503460f94c03b76/html5/thumbnails/9.jpg)
Questions?Maggie Seay, CPSM
Cude Engineers
www.sanantoniosmps.org
Creating and Implementing a BD Strategy