business development
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Business development is more than just fancy sales...
Leads have been generated, people are interested in your product or service and you have a small window to reconnect with the prospect to make things happen. This is the most critical time in sales, and the one most abused. In a project I undertook in the late 90s (prior to the internet taking over) I asked for information from 180 companies over a 6 month period to measure how well a company followed up. It was dismal. It still is today. Even with all the great organizing, communication and analysis tools available today it is most businesses' #1 problem. That's why bringing in an outside person such as myself adds some zest to a high-end sales effort. I am objective and understand the role perfectly; I am not interested in a job with my client, and I know that non-performance (based against real expectations) means the show closes early!
So following up on those leads in a timely fashion is critical. My business development service includes everything in my lead generation/pipeline building campaign plus closing business for my client. Typically I will take projects that are missionary in form especially when a client is still relatively unknown in a particular market. A business development project will last 6-24 months, depending on the complexity of the product, the problem it solves and the market.
Since this is such an important part of a company's engine, drop me a note and we'll set up an initial phonecall.
So following up on those leads in a timely fashion is critical. My business development service includes everything in my lead generation/pipeline building campaign plus closing business for my client. Typically I will take projects that are missionary in form especially when a client is still relatively unknown in a particular market. A business development project will last 6-24 months, depending on the complexity of the product, the problem it solves and the market.
Since this is such an important part of a company's engine, drop me a note and we'll set up an initial phonecall.
business development
- Fee structure is a daily rate plus success fee (5% - 20% success fees for potentially saleable product)
- My business development activity is typically for complex, new, long sales cycle, missionary sales development
- Can include lead generation website development; setup for email marketing; video editing and video marketing; survey design, market selections and survey data collection and processing; mobile marketing setup and marketing
- Business development projects can be from a minimum of 6 months to several years
- 24 month Termination Sales Continuance (TSC)... meaning a commission is paid if a sale I identified is booked within 24 months of my departure. TSC can vary depending on product, sales cycle, etc.
- Typical projects are 4-8 days per month depending on urgency developing business and budgets