business development creating & implementing a business development strategy maggie seay, cpsm...
TRANSCRIPT
Business Development
Creating & Implementing a Business Development
Strategy
Maggie Seay, CPSM
Director of Business Development & Marketing
Marketing is the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large.
– American Marketing Association
Creating and Implementing a BD Strategy
Marketing vs. Business Development
A Business Plan is a formal statement of a set of business goals, the reasons why they are believed attainable, and the plan for reaching those goals.
Strategic Planning • A 3 – 5 year roadmap for the firm.
Marketing Business Plan • A one-year increment of the Strategic Plan
SWOT Analysis
Creating and Implementing a BD Strategy
Basics of Planning
Creating and Implementing a BD Strategy
Creating a BD Strategy
1. Market Identification
2. Prioritization
3. Logistics & Implementation
1. Potential markets2. Opportunities 3. Funding vs. volume4. Certification or prequalification 5. Level of relationship / experience6. Competition7. General strategy
Creating and Implementing a BD Strategy
Step 1 – Market Identification
Market Oppor. Funding/Volume
Cert. Rel./Exp. Comp. Strategy
Federal
K-12
Higher Ed
Resident
Comm.
Industrial
Rec
1. Markets w/greatest potential2. Potential clients3. Client contacts4. Organizational opportunities 5. Staff resources6. Method of pursuit
Creating and Implementing a BD Strategy
Step 2 – Prioritization
FEDERAL
Opportunities
Contacts Organizations
Teaming Staff Resources
Strategy
Lackland AFB
Randolph AFB
Ft. Sam
FW District
Consultant
Contractor
1. Staff resources2. Training
a) Relationship buildingb) Communication skillsc) Networkingd) Follow up/trackinge) Cross selling
3. Budgeta) Meals & entertainmentb) Travelc) Collaterald) Consultant feese) Charitable contributionsf) Organization dues/feesg) Trade showsh) Gifts
4. Accountability5. Success measures6. Revisit the plan
Creating and Implementing a BD Strategy
Step 3 – Logistics & Implementation
Creating and Implementing a BD Strategy
Case Study – San Antonio Federal Market
Market Oppor. Fund/Vol Cert. Rel/Exp Comp. Strategy
Federal
FEDERAL
Opportunities
Contacts Organizations
Teaming Staff Resources
Strategy
Lackland AFB
Randolph AFB
Ft. Sam
FW District
Consultant
Contractor
Questions?Maggie Seay, CPSM
Cude Engineers
www.sanantoniosmps.org
Creating and Implementing a BD Strategy