"A sound organization aiming to withstand competitors never stops business development" says Luis G. Batista, President of LMT Corporation, "but engages in it as an ongoing process".
Small to medium-sized companies often do not establish procedures for business development, instead relying on their existing contacts, assuming that because they know people this will solve any business-development issues and that somehow new financial transactions will come to them. This is likely to result in no new sales in the pipeline.
The "pipeline" refers to flow of potential clients which a company has started developing. Larger enterprises usually support pipelines with some kind of CRM (customer relationship management) tool or CRM-database, either web-based or an in-house system.
For larger, well-established companies business development often refers to setting up and managing strategic relationships and alliances with other companies. In these instances the companies may leverage each others' expertise or technologies to expand their capacities for bringing to market new businesses and new products.
Our services include:
- assessment of marketing opportunities and target markets
- intelligence gathering on customers and competitors
- generating leads for possible sales
- advising and drafting sales policies and processes
- follow-up sales activity
- formal proposal and presentation management and writing
- pitch and presentation rehearsals
- business model design
- account planning and performance monitoring
- proposition development and campaign development