Having a Spotter in Business Development

I recently watched Mark Wahlberg’s movie Shooter “again”. I really love this movie! In the movie Shooter, actor Mark Wahlberg’s character is a sniper and he lost his spotter. He died in a maneuver that went wrong. This spotter was the sniper’s good friend and military comrade. So, he recruited actor Mike Pena as his new spotter.

The movie reminds me of business development. You know, in business development, you really should not go it alone. There should be a business development team. The team would be responsible for finding new business opportunities, pitching the company’s products and services to ideal prospects, attending pre-bid meetings, attending trade conferences, drafting bid proposals, and attending competitive interviews for short-listed vendors that have responded to solicitations for bids.

For any one deal you are going after, it would be neat to have a spotter. In business development, it would be neat to have a spotter to tell you what is out there with respect to business competitive intelligence.

The spotter was the sniper’s look out man and he would advise the sniper by calling out sayings such as:

You’ve gotta get out of there!
Incoming… 2 o’clock!
They’re right in front of you!
They’re all over the place!

Not to make light of military maneuvers, but it would be really cool to have folks looking out for you in a similar way in business development settings like government agency pre-bid meetings or competitive pitch interviews. Your spotters could tell you what the prospects’ staff and what your competition is up to. This is known as competitive intelligence. If you are in there alone, you may miss out on what others hear and see with respect to business and development and business competitive intelligence.

In the Mark Wahlberg movie Shooter, my favorite line in the movie is when an elderly, retired sniper says:

“The world ain’t what it seems. The minute you think you got it figured, you’re wrong!”.

This is precisely why it is extremely important to have a business development team. The more intelligence you can gather about who your competition is, what your competition is saying and doing, what your competition is likely to do, the better you’ll be able to figure things out. Even if you cannot afford to hire someone full time, consider paying a consultant to show up and give you feedback on what she is hearing and seeing.

By Clovia Hamilton, MBA JD – President

Lemongrass Consulting Inc.

A Glimpse Over a Business Development Manager’s Job

Every businessman starts his business with an aim to grow in terms of annual sales. However, starting up a business seems easier, but making it a big one is not everyone’s cup of tea. It needs great efforts and hard work to get your business on the heights of success. According to a research, it has been observed that only one-tenth of 1 percent of companies will ever reach $250 million in annual revenue.

In order to develop a business, you need to make a growth strategy that must cover market perception, market growth, product development, alternative channels, new products, etc. Here, comes the need for a business development manager. He is the most important part of an organization, who needs to work with the marketing people, internal team and other seniors to develop the strategies for enhancing the sales opportunities, thus, increasing the profits. Let’s have a glance over the job of a business development manager:

Role of a business development manager

Well, the role of the concerned person can be categorized as follows:

• Outlook for new clients: It is perhaps the primary role of a business development manager to search for new clients. This can be done through various ways including cold calling, networking, advertising and more.

• Planning influential approaches: The next important thing is planning a proper influential approach that can encourage the prospective clients to do business with the company.

• Developing a bond: Developing a good relationship with new customers is really necessary if you want to develop your business. This can be done by setting targets and proving the required support to the customers for improving the bond.

• Grow and retain existing accounts: Developing a good relationship with new customers is not just enough. What more require is growing and maintaining the existing accounts. In order to retain the current customers the manager should be ready with new solutions and services that he/she can present to the customers as and when required.

Above are some of the primary roles of a business development manager. Apart from this, he/she is responsible for making a strategic planning for developing a new business coming in to the company. For this, the person must possess a sound knowledge of the current market condition, services that company can provide and most importantly who are the company’s rivals.

Qualifications and skills required for the business development manager

• Educational qualification: As the job of a business development manager is quite challenging, he needs to have certain skills that can assist him in facing all the hurdles. As per the reports of online job placements on Monster.com and PayScale.com, the educational qualification required for Business Development Manager Jobs is first of all a bachelor’s degree in business administration or any other related field. Having a good experience in sales or marketing will be added advantage. Though, some companies may prefer the candidates who hold a master’s degree in this field.

• Key skills: As far as skills are concerned, the person should be highly motivated, problem solver and must have prospecting skills, territory management, market knowledge, presentation skills, closing skills, professionalism, etc.

Significant result areas of business development manager

To achieve the desired results, it is very essential to be crystal clear about everything so that the concerned person will be able to focus on the results. Generally, the key result area should be:

• Clear, precise and measurable: A clear, precise and measurable key area will help in defining the exact results that have been achieved and how well they are achieved.

• Under the control of business development manager: The key result area should be under the control of the concerned person. When he/she does it in a right way, it will contribute towards a major value to a business and to the career of the responsible person.

• A vital activity of the business: A key result area is unquestionably the important output that will turn out to be an input to the next result area.

All the above information will surely help you to get an idea about the job of a business development manager.

Commercial Agents – 3 Ways to Bring Buyers to Your Commercial Property

The time on market for your commercial property can be lengthy today unless you understand exactly who you are marketing the property to and what that target audience is actually looking for by way of property type, age, improvements, location, and price.

In simple terms, you need to attract more enquiry from every marketing campaign. That’s what good real estate agents do; it is not a matter of list a property and hope today. Every property today has to be correctly listed and comprehensively promoted. The experience of the agent or salesperson is now more important than ever before.

So, attracting buyers today can be a bit tricky. Defining the target market will help you when it comes to selling every commercial or retail property. When you as the agent set the target market, you then know what needs to be said in the advertisements and on the internet.

The 3 best ways to bring in more buyers to your commercial property are:

  1. Internet listing is the best way to get the message of the property to many people. It is also highly cost effective. When you draft the advertisements, have due regard to the keywords that people use when searching properties on the internet. You can get these keywords from a keyword search on the larger search engines. Every property advert should feature a mixture of dot points of features, and narrative of explanation. A photo of the property will attract more enquiry, so ensure that the images you use are of high quality and have been taken at the right angles.
  2. Signage on the property will be high on the priority of every property promotion. Given that most properties are purchased by local investors or business owners, the signboard gets the message out quickly and effectively. Ensure that the signboard is placed on the property in a position that everyone passing the property can see. Get a special signboard on the property that lists the detail of the improvements and the methods of sale. Make it easy for people to contact you from the signboard by including a mobile phone number for afterhours contact. Always put your name on the sign so that people see you as the local property expert.
  3. Face to face meetings and direct calling of people on your database will be of high value to the quality of the enquiry you create. Today the database of agents is fast becoming the source of the best deals and the quickest property inspections. When you list a property, go straight to the database and find the people that are looking for that property type. To maintain the database, every property campaign and all the enquiries made should be tracked and captured in the database for later use or creation of inspections.

Even though most agents will say that the property market is tough and slow today, the reality is that many agents do not do enough work on their listings to find the buyers and get the inspections under way. When you have just listed a property to sell or lease, that should be the start of the hard work, and not the end of the matter.

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