• Why do I need a Business Development (BD) plan?

• What is a BD plan?

• What are the building blocks of a BD Plan?

• Strategies and Tactics you can take back

Actions that improve the performance of the enterprise, its access to markets, and its ability to compete.◦ Marketing◦ Sales◦ Customer relations management

SalesGrowth

Customer AnalysisCustomer Analysis

Competitor AnalysisCompetitor Analysis

Channel Mgt.Channel Mgt.

Market AnalysisMarket Analysis

Sales & Territory Mgt.Sales & Territory Mgt.

Selling StrategiesSelling Strategies

Strategic PlanStrategic Plan

What does a solid BD Plan look like?_____________________________________________________________________________________________________

Executive SummaryOrganizationCompany HistoryMarketingOperationsFinancial

If you don’t know where you want to go, any road will get you there.

“Those who ignore the Business Development Process are committed to Management by Luck, resulting in stagnation and failure.” states the Foundation – Small Business & Economics

Why?______________________________________________________________________________________________________________

Product Place Price Promotion 5th P? – People!

• Who are they?• How do you compare?• Remember - Your customers are your competitors

prospects!• Have customers thinking “easier, faster, safer.” • Develop case studies to reinforce

•Total market size•Reference USA•J. J. Hill Library•Surveys•Government trade

•What market share do you want/can get?•Geographical locations & limitations•Other alternative or new markets

•Direct sales•Distributor network•Sales Representatives•Direct mail, catalogs, telemarketing•eCommerce•Mix and Match

All the ways you tell your customers about your products or services

Caveat - Whatever may be working today, will sooner or later stop working

That means - If you always do what you always did, you always get what you always got!

Positioning Strategies Differentiation and Value Added

Service (Lexus) Delivery (FedX) Price (Walmart) Quality (Mercedes) Technology (Iphone)

Your offering and campaign focus

Target the right customers

Target the right people

Resources and Logistics – 3 T’s◦ Time◦ Talent◦ Treasure

Focus on what is critical to BD efforts and overall directions; i.e. generating new customers, retention, recapture, or referral business.

 

• Sales forecasts• Gap Metrics:

• Increase # of prospects seen by 6-8%• Improve closing rate by 7-9%• Increase average revenue per sale by 10-14%

• Different …• Products for different markets• Distribution networks• Promotions

Define an “ideal” client Rank your customers i.e. A to F! Who are your top 3-5 largest companies?

Are these “ideal” If these are not top-ranked, who is?

What have new customers purchased and how have they found you?

Knowledge is power - Use this knowledge to find new customers and new markets

5th P?? - People◦ Every single decision and policy in your

organization needs to be carried out by a specific person in a specific way

◦ Find, hire, train, and retain the right people◦ Network and grow strategic partnerships

SalesGrowth

Customer AnalysisCustomer Analysis

Competitor AnalysisCompetitor Analysis

Channel Mgt.Channel Mgt.

Market AnalysisMarket Analysis

Sales & Territory Mgt.Sales & Territory Mgt.

Selling StrategiesSelling Strategies

Strategic PlanStrategic Plan

Your Business Development Plan –

• Set a solid BD foundation for your Success• Now, you are ready to build your business!

•Train

•Hire

•Outsource

•Combination

www.deed.state.mn.us/bizdev www.sba.gov/ www.ptac-meda.net/ www.linkedin.com www.marketingsherpa.com www.business.com www.webmarketcentral.com/index.html www.surveymonkey.com http://money.cnn.com/magazines/fortune/ www.salesandmarketing.com www.entrepeneur.com http://bizfinance.about.com/

Email: kenp@greenthumb-bizdev.com Web: www.greenthumb-bizdev.com Cell: 651.233.3663 Find me on:

FacebookLinkedInTwitter