The hardest part of a new BusDev role is getting started. Chances are you don’t have a product that sells itself, hence why your company hired you. You obviously showed your employer you have the gregarious qualities of someone who can form relationships, remove client barriers, build a pipeline, and grow your company’s billable revenues. So, where do you start? The first 30 days will be the most important, so follow these guidelines to make an impact!
30 Day Plan
- Identify Target accounts & Internal Hierarchy of decision makers.
- Identify existing and future Channel Partners/Strategic Alliances.
- Define your product Value Proposition & competitive differentiator’s.
- Understand your competition and why they would win against you in a competitive situation.
- Familiarize yourself with your product suite.
- Understand Internal Landscape of your company Operations.
- Understand Pre & Post Sale Methods & Procedures.
- Work with Management confirming value proposition & company story.
- Bring Company story to attention of Strategic Alliances.
- Bring value proposition to attention of Manager & Director Level Prospects via Introductory Campaign.
- Contact Prospects, identifying selling opportunities.
- Meet & Greet with Channel Partners/Strategic Alliances.
- Review First three weeks with Management. Look for positives and areas of improvement.
- Identify Time Management GAPs.
- Prioritize Targets into Tiers. Seek to understand unique operational challenges of Targets, and show how your company can partner.
- Funnel Management growth.
Remember, Business Development is frustrating at times. Especially when your efforts don’t yield immediate results. Make sure you leverage your resources and ask for Management’s help/feedback. Remember, what you do today plants the seeds that will blossom in the near future. Stay focused!
Also, you’re either costing your employer money or making your employer money. Stay humble and grow your business!