| We are only looking at the last part, creating visible results by using Business Development as an integrated part of the sales organization. |
| Business Development |
| Most often Businesses have a misguided perception of what Business Development actually is and how Business Development actually can be a powerful complement to an existing sales organization. |
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| A Business Development Manager or Business Development Team is a competent and resourceful part of an existing sales team, whose primary task is to create new sales relationships, make strategic customer related marketing and promoting the company to future business relations and forge partnerships. |
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| Many major international companies are using Business Development Managers or Teams in addition to their existing sales organizations so that they always have a focus on further developing and strengthening their sales resources. |
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| Whether it is a Business Development Manager or a Business Development Team, it will combine a strong theoretical background with extensive sales experience, operating equally with strategies and direct sales. |
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| In short, a Business Development Team will work with potential customers based on the following (highly simplified) description. |
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Segment market in relevance to the sales organization
(A-D). |
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Identify the customers who have potential to double the sales turnover. |
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Prepare SWOT analysis of all existing A-segment customers. |
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Prepare a market analysis and identify market opportunities. |
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Configure "time-line" and "life-time" on all A-segment customers. |
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Supervise all the company’s customers in relation to sales, potential development, sales results and marketing efforts. |
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Work with customers defined after "time-line" and
"life-time" classification. |
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Ensure that potential customers within the defined "life-time” either becomes a customer or is re-classified and returned to the existing sales department. |
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After successful managing the customer, he "returns" to the existing sales organization, but remains monitored by the Business Development Team. |
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| A Business Development Manager or Team works often parallel with the companies existing sales manager who is responsible for all other customers. This separation is often used so as not to create conflict within the company about responsibility and competence. A close cooperation between the companies existing sales management and the Business Development Manager / team is required to ensure a successful result. |
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| A Business Development Manager or Team typically works actively with 30-40 potential customers at a given time, and when the stated objectives have been achieved successfully, the customer is returned back to the existing sales organization. |
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| A Business Development Manager or Team are always working in cooperation with an Account Manager from the existing sales organization when it comes to direct contact or meeting with customers as the customer is returned back to the sales department after achieving the strategic goals. |
| Business Development |
| If you want to know more about how you use Business Development as an active strategic tool in your business, please don’t hesitate to contact us. |
