Who do you delegate to currently? On what basis is that decision made? What might be the correct way to decide who to delegate to? Why is a Project Manager or Technical Staff Member an appropriate choice? Creating a Useful Definition of Business Development-For YOUR FIRM ! BD Triangle – circle of business development
See separate sheet for notes on how the brain makes decisions Essential Characteristics of a strong business development culture Who are you selling to? The Changing Role of the PM in BD
This small guide is available on Amazon and also at Border’s bookstore. It is a valuable asset for everyone new to B&D
Link to Client’s issues: After performing your due diligence on prospective / current clients; be sure to tailor your approach to this clients specific issues; do not be generic. Caution: Remember to ONLY present features that are Specific and Related to the Issue and/or task at hand Client does not care: Client’s do not care what or where you have done anything unless it relates to them
Think like the Client…do NOT think like the Salesman!!! How would he/she approach their problem. What is a good solution for them? Do not restate items you have already covered unless asked to do so. Remember the Obvious is ONLY ovbious to you. Superlatives? Of course just don’t overdue it…
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