Notes on Exercising Business Development

1. Notes on Exercising Business Development Adil Abdalla October 2009

2. Business Development, Business Intelligence, Market Research, etc.. All are just different terms for a sole simple and historical activity: “Knowing the Environment; that is intended for doing Business” The further deep you go, the more solid your endeavor would be..

3. The Business Analyst Mastering Data Cultivation (Search, Updates, Conversations, Newsletters, etc.) Social Guru (50% of the data comes from social gathering) Mastering Presentation (Artwork, Scripting, Applied Psychology, etc.) Active Team Member (Technical hand-on-the-trade of your Business)

4. The Rationale Strategy & Orientation The Board Business Environment Operations Business Development Chief Executive Officer Function Units Support, Audit & Control Chief Operation Officer

5. Your Approach You are Here! Launch KYC Campaigning Actions Business Environment Statuary Permits & Authorizations Management Alignment Execution Plan Information & Intelligence Run SWOT Analysis Approved Business Plan Stakeholders Analysis Develop Business Plan Draft Business Plan

6. Your Business Environment Orientation Corporate Statuary Industry Market Sustain Articulation Permits Culture Expanding Change Resources Pools Trends Steady Exit Associates Affiliations Technology Contracting Data Cultivation Investigations & Analysis Impact Calculations Findings & Recommendations

7. A Potential Client/Market Corporate Orientation History Opportunities Weaknesses Patronage Governmental New to Us Define & Muscle-mapping Define & Root-Causes Statuary Public Listed Done Jointly Potential & Probability Exposure & Severity Biz Weight Enterprising Lessons Learned Strengths Threats Data Cultivation Investigations & Analysis Impact Calculations Findings & Recommendations

8. SWOT Analysis Concern Owner Trigger Impact Measure Response Strength Who represents the concern in your team, Corporate, Client or Associate What event or input that would activate the concern to materialize Define implication and affected Component Measure Low, Medium or High Positively Use, Enlarge, Capitalize or Parade Negatively Ignore, Mitigate, Transfer or Confront Weakness Opportunity Threat

9. Sample: SWOT Analysis of (XXXXX) Municipality Concern Owner Trigger Impact Measure Response Pt Strength Director of Projects Dept Strong relations in a previous $100 Project in 2005 Support would enable to understand CSFs of the tendered project High To meet or exceed expectations High level contact to be promptly established, deploying memories of success 7 Weakness Other Senior Managers None or weak relations Limit business opportunities Medium As a new job would launch contacts PR Program professionally be planned and executed within the organization (5) Opportunity Project Location Proper Proposals would trigger massive expansions Predicted $400 mln worth of work in addition to current project Low As detailed urban plans are not available Listed on the agenda of the Project Team for adequate report in 12 months for actions 3 Threat Form of Contract Conflicts on Liabilities and Arbitration Contradicts with our legal structure and compliances High As notices will lead to disqualify Legal Counselor to prepare alternative, then high level contact to get it approved (8) You may repeat the concerns as much as available, also you may weighting points

10. Case Presentation The Case The Board The Corporate States The Business Orientation Operations Strategy Strategy Review The Corporate The Market Trends & Predictions Assumptions & Constraints Recommendations The Clients Profiling SWOT Recommendations Marketing