Overview & Best practices
- BD Scope
- Corporate structure- Org. chart, where do you fit in & how we want it to shift
- Understanding the buy-sell ladder model
- Client classification: how to build an ideal client profile ” Customers grading: A,B,C,D “
- Lifetime value of a customer
- Client centered code of conduct (DART Model)
- The Pareto rule 80/20 allocating time for important customers
- Time budgeting for tasks
- Time billing: How you bill your time (analysis)
- The business planning process
- Using the STAR business planning process
- Market research: 5 customers, 5 suppliers. What frustrates them and what do they really want?
- Internet marketing: SEO, SMM and PPC
- Strategic analysis
- Targets and goals
- Activities
- Reality checking
- How to effectively prepare an account development plan
- How to build client chemistry with F.O.R.M.
- Revise the selling process
- Unique and distinctive selling points
- The sales competitors’ analysis form
- Sales scripts
- The value-added selling process
- Sales: closing techniques
- Your best friend: the phone
- Design& Implement KPI’s
- How to create a balanced scorecard (the business performance auditing)
- Key skills for business development executives
- Commercial awareness
- Developing a value stream map