Green Thumb Biz Dev Overview
- 2. 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
- 3. Actions that improve the performance of the enterprise, its access to markets, and its ability to compete. Marketing Sales Customer relations management
- 4. Sales Growth Customer Analysis Competitor Analysis Channel Mgt. Market Analysis Sales & Territory Mgt. Selling Strategies Strategic Plan What does a solid BD Plan look like? _____________________________________________________________________________________________________
- 5. Executive Summary Organization Company History Marketing Operations Financial
- 7. 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? ______________________________________________________________________________________________________________
- 8. Product Place Price Promotion 5 th P? – People!
- 9. 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
- 10. 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
- 11. Direct sales Distributor network Sales Representatives Direct mail, catalogs, telemarketing eCommerce Mix and Match
- 12. 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!
- 13. Positioning Strategies Differentiation and Value Added Service (Lexus) Delivery (FedX) Price (Walmart) Quality (Mercedes) Technology (Iphone)
- 14. Your offering and campaign focus Target the right customers Target the right people Resources and Logistics – 3 T’s Time Talent Treasure
- 15. 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
- 16. 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
- 17. 5 th 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
- 18. Sales Growth Customer Analysis Competitor Analysis Channel Mgt. Market Analysis Sales & Territory Mgt. Selling Strategies Strategic Plan Your Business Development Plan – Set a solid BD foundation for your Success Now, you are ready to build your business!
- 19. Train Hire Outsource Combination
- 20. 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/
- 21. Email: kenp@greenthumb-bizdev.com Web: www.greenthumb-bizdev.com Cell: 651.233.3663 Find me on: Facebook LinkedIn Twitter