Modern business development requires:
Defines the business development assault on an organizational goal. This map includes,
The Execution Map is the blueprint that defines who our client is (and is not), the relationships each team will have and the value our 20% client will receive.
C-level executives are great at strategic thinking, but often that message doesn’t get to the end sales person. The sales team keep doing what they’ve always done, working harder but not quite reaching the goal. With the blame placed on the CEO when nothing happens.
In our process, we link strategy, people strengths and tactics… then re-enforce this with technology and business intelligence. Sales aren’t incentivized to favor the charismatic sales person who can “Sell ice to Eskimos.” Instead the team is incentivized to find the 20% customer and ignore the 80% customer. This
When the plan is executed, this will give you a competitive advantage over your competitors as your cost of sales and customer maintenance costs both go down. At the same time your customer base is buying more as you focus deals and opportunities to your strongest customers.
Because our pricing is based on your growth… we don’t grow if you don’t grow.
Climbing Mt Rainier is good practice for Mt Everest, still climbing (and returning from) Mt. Everest requires a whole different level of planning and execution.
Please feel free to reach out to us for an initial consultation