This 3-step Business Development Optimization program is designed exclusively for privately owned companies in the business-to-business sector. Its purpose is to evaluate the current processes and pave the way for increased revenues. The program uses consultation, analysis, personalized coaching and ongoing professional performance development to assess, develop and implement procedures as required.
The program begins with an analysis of current business development practices and a presentation of findings. Independent and group strategic coaching and guidance are used to assist with implementation.
Step One: Business Development Audit
The Business Development Audit is a diagnostic that identifies performance gaps within a company. It focuses on 4 key areas of business development: positioning, product, process and personnel. A report is prepared and presented to key leaders.
The audit process includes the following: interviews and/or surveys with staff and managers, a review of various business development materials, activities and methods such as the prospect qualifying process and presentation and closing techniques, a review of successful and failed business opportunities, online motivational and behavioural assessments for key personnel and other approaches as required. The findings and recommendations developed during the audit form the basis for the customized Development program.
Duration: 2 – 3 weeks
Step Two: Personalized Coaching
After presenting the audit, key personnel as previously identified, participate in a 10 session program, once a week, to implement the audit recommendations. Weekly ‘tool building’ assignments and 60 minute individual review sessions keep the team on track.
Duration: 10 – 12 weeks
Step Three: Analysis
Benchmarks for success, such as revenues, are measured. Next steps are developed and if necessary, monthly one-to-one sessions combined with proven strategies are introduced.
Duration: 6 months
