Business Development

1. Business Development “The Critical Link”- Small Business

2. 48 Hours X 30 Days

3. “You can practice shooting eight hours a day, but if your technique is wrong, then all you become is very good at shooting the wrong way. Get the fundamentals down and the level of everything you do will rise.”

4. Parts of the Story • Character • Setting • Kickoff- What Happened • Plan • Actions • Consequence • Resolution • All Parts are linked and critical to a complete story. Reference- Mindwing Concepts Inc.- The Story Grammar Marker

5. Parts of the Business Development Process • Sales- “The Next Step” • Marketing- “Generating interest • Customer Service- “Urgency” • Professional Development- “48 X 30” • All Parts are linked and critical to a complete Business Development Process.

6. Sales Customer Service Professional Development Marketing

7. Sales Customer Service “The Critical Link” Business Development is a process, not a transaction. Marketing Professional Development

8. Customer Service • Urgency in solving a problem • Cross sold a new product or service. • Sales • Close a Series of Next Steps, Sale Made • Marketing • NetworkingEvent • Interest Generated • Professional • Development • Elevator Pitch

9. Business Development Plan • Tip: “The Critical Link” • Key question to ask yourself: How much customer facing business development do I engage in now? How much could I do in the future?

10. Are your business goals S.M.A.R.T.? • Specific • Measurable • Actionable • Realistic • Time bound

11. Accountability and Milestones • Tip: Focus on a realistic timeline for execution with weekly, monthly, quarterly and annual milestones. • Key question to ask yourself: Can I hold myself accountable to consistent execution of my business development activities? "Responsibility equals accountability equals ownership. And a sense of ownership is the most powerful weapon a team or organization can have." – - Pat Summitt

12. “Building the Plan” Activity: S.M.A.R.T., Accountability and Milestones Create a S.M.A.R.T. Goal: ___________________________________________ 2. Define Activity Based Milestones for Goal Completion: __________________________________________________________________________________________________ Assign Accountability and Responsibility for the Goal: ______________________________________________

13. Sales • ABC- The Next Step • Act As If • Know , Like and Trust

14. Sales • Tip: 30 second “Elevator Pitch”: Who, What, Where, Why, When • Key question to ask yourself: Did I make it my own?

15. “Building the Plan” Activity: Create your Elevator Pitch • Create an Elevator Pitch breaking it down into 4 parts: 1) Introduction 2) Business Description 3) Product/ Solution Offering 4) The Next Step/ Call to Action • Example: • (1) Introduction: My name is Gerry Moreau and I represent All Sales Consulting, (2) Business Description: a business development consulting company. (3) Solution Description: We provide business owners and professionals with the strategic plans and training that they need to help their business grow. • (4) The Next Step/ Call to Action: Would you like to sit down Friday so I can tell you more?

16. Marketing • Everyone Needs to know what you do! • Marketing Mix: • Product • Price • Promotion • Placement • Traditional and Innovative Marketing

17. Market, Industry and Competitive Analysis • Tip: Do your research and provide supporting documentation for facts and figures in a SWOT Analysis(Strengths, Weaknesses, Opportunities and Threats). • Key question to ask yourself: Do I know my Business?

18. “Building the Plan” Activity: S.W.O.T. Analysis Conduct a brief S.W.O.T. Analysis of your business: Strengths:____________________________________________________________________________________ Weaknesses:__________________________________________________________________________________ Opportunities:________________________________________________________________________________ Threats:_____________________________________________________________________________________

19. Customer Service • Answer the Phone and Call People Back • Customer Service Mix: • Relationship • Urgency • Experience • Cross Selling

20. Customer Service • Tip: Focus on the success of your customers, not your own success, do what’s right for them and your success will be a bi- product of theirs. • Key question to ask yourself: When was the last time I personally reached out to my best customers?

21. “Building the Plan” Activity: Customer Service Identify your 3 most important customers/ business relationships and schedule a time to contact them: _______________________________________ _______________________________________ _______________________________________ “If you don’t take care of your customers, someone else will”

22. Professional Development • 48 Hours X 30 Days • Professional Development Mix: • Business Expansion • Professional Re-Invention • Practice • Connections • Make it your own

23. Professional Development • Tip: Perfect Practice Makes Perfect • Key question to ask yourself: How much personal time have I invested in my professional development?

24. The Critical Link - What’s Your Story? Professional Development Customer Service Marketing Sales Key Take Aways: ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ 48 Hours X 30 Days

25. Thank You! For Questions or more information on the Business Development Process Contact: Gerald Moreau President All Sales Consulting LLC PO Box 801 Holyoke MA 01040 Phone: (413) 575-9156 Fax: (413) 315-3023 Email: gerald.moreau@comcast.net www.allsalesconsulting.com “The Journey is the Reward”