business development promise

Mario Shirley, Business Development Expert

A Strategic PromiseBusiness Development Opportunity for Security Opportunity



A Strategic PromiseBusiness Development Opportunity

Agenda

Market Development

Our Promise

Riskwatch International Business Development Opportunity

A TRUST Conversation – How Clients Choose

Understanding of the Role

Strategic Sales Tactics

✓

1

2

3

4

5

6


TRUST = Authenticity, Capability & Reliability

• Limit Your Personal Risk by “Listening Not Talking”• Provide Relevant Proof to Overcome Skepticism and

Strengthen Creditability• Building Relationships is the Secrete Sauce

DEVELOPING TRUST IS THE KEY TO SUCCESS!

Before we begin…Let’s have a TRUST conversation!


• Corporate - Standardized Security Assessments• Petrochemical - Unique Risk Profile• Pharmaceuticals - Global expansion requires actionable

intelligence• Utilities - A robust security program is imperative• Manufacturing - Measure Security and Compliance Gaps• Veterans Affairs - Assess all Appointments across all VA Medical

Facilities

Target IndustriesKey Verticals for Development Plan


Companies in this industry develop and operate fields to extract crude oil and natural gas. Major companies include Apache, ConocoPhillips, and ExxonMobil (all based in the US).• Demand is driven by economic activity, population growth, and energy efficiency for residential, industrial, and transportation uses of oil and gas• Major products are crude oil and natural gas; each accounts for about half of industry revenue.

Technology - Companies rely on IT systems to create the seismic 2D and 3D subsurface maps of potential drilling areas; to monitor production, companies operate supervisory control and data acquisition (SCADA) networks, which connect sensors and other equipment at each production site to a staffed central control facility. The communication network may be older legacy wireline, microwave connections, or a modern wireless system.

Key Industries - InsightsPetrochemicals - Oil & Gas Exploration & Production


Chief Information Officer - CIO

Monitoring Unattended SitesMost wells operate unattended after they're in production. Monitoring equipment is placed in the wellhead, pipelines, and containment vessels. The site may also have intrusion alarm sensors and video cameras. Data from the monitoring equipment is transmitted back to a central monitoring site that can shut down operation and dispatch maintenance crews in the event of a problem. Information technology staff must design, implement, and maintain the network and onsite equipment to enable 24-hour monitoring of each site.

Operations, Products and Facilities • How many wells does the company have in production? What is the trend in production volume from

these wells?• How many and what types of drilling rigs does the company own?

Regulations, R&D, Imports and Exports • How is the company challenged by complying with federal and state regulations? • What new technologies or processes is the company investing in?

Key Industries - InsightsPetrochemicals - Oil & Gas Exploration & Production


• Business Development Manager drives profitable sales expansion with a focus on acquiring new clients while growing existing clients relationships

– Develop relationships with strategic accounts within the Hi-tech, power and manufacturing industries, to – Sell security and compliance solutions– Evaluates target markets, develops and presents sales proposals to clients while working with operations to deliver on these

target

• Job Duties/Accountabilities– Communicating new product developments to prospective clients– Conducting Product demos– Closing the sale– Overseeing the development of marketing literature

• Keys to Selection– Process-oriented Consultative Selling Skills (e.g. Solution Selling)– Great Communication and Sales skills count for more than formal qualifications in this job.– A deep understanding of Marketing principles– Exceptional Demonstration Skills– Ability to administer personal demo environment via the web– Plenty of Initiative– Preferably a 4 year degree in finance, marketing and business management

Business Development Manager OpportunityUnderstanding of the Role


Business Development OpportunityMy Unique Approach

Goals of business development include brand placement, market expansion, new user acquisition through the use strategic sales tactics to achieve the goals.


Business DevelopmentMy Understanding of Business Development Success

Sell Through & Sell With vs. Sell To


Potential IT PartnersSell Through and Sell With Strategy

Corporate Petrochemical Utilities Manufacturing Pharmaceuticals

Court Square Data Group, Inc. Appneta, Inc. ECHO CONSULTING

SERVICES, INC. Clinarium, Inc FEEDBACK CONSULTANTS

Adroit Software Inc. Computer Corporation of America Computer Resources LLC Acumen Consulting Inc SPACEAGE CONSULTING CORP

Geocomp Corp. Green Beacon Solutions, LLC Insurers Computer Services Inc 3i-Mind Technologies Inc NEW YORK TECHNOLOGY

PARTNERS, INC

Paradigm Technologies, Inc. Tcognition, Inc. Conix Systems, Inc. Provenir, Inc. QUALITY SYSTEMS INTERNATIONAL CORPORATION

Aeturnum, Inc. Impress Software, IncVERMONT INFORMATION PROCESSING, INC.

Investment Support Systems Inc Fieldone Systems LLC

GLOBANT LLC Crosscheck Networks, Inc. The Walker Group Inc Application Consulting Group Infinity Techs Group Inc.


Hungry for ResultsStreet SmartDealmakerBusiness Development ExpertManages ComplexityWill To WinEmpathyTrustBuild CommunityLoyal

My Innate Competencies for Success How I Want to be Perceived


Fortune 1000 Target AccountsPrevious Customers and Current Prospects by Vertical

Corporate Petrochemical Utilities Manufacturing Pharmaceuticals

Equifax SEACOR Holdings Piedmont Natural Gas Carlisle Companies Watson Pharmaceuticals

Ryder System Marathon Petroleum Corporation Southern Company UTC Aerospace Systems Merck & Co

Guardian Life Insurance Chevron Consolidated Edison Company Mohawk Industries Gilead Sciences

MasTec Occidental Petroleum NextEra Energy Jabil Circuit Allergan

Flowers Foods ConocoPhillips AGL Resources Honeywell Abbott Laboratories

Boston Scientific ExxonMobil Pepco Holdings Lockheed Martin Perrigo Company


30 Day Focus• Learn the service offerings • Create a list of targets to be reviewed/approved by management• Research and develop account plans and approach 10 target accounts as per plan• Complete 2 – 3 initial meetings/DISCOVERY

31 - 60 Day Focus• Follow the sales process and reporting structure• Research and develop account plans and approach 10 target accounts as per plan• Complete 4 – 5 initial meetings/DISCOVERY• Add $50K in qualified opportunities to 120 day funnel

60 - 90 Day Focus• Develop & propose two (2) opportunities • Complete second meetings with 5 target/strategic accounts (larger customers)• Average four (4) new proposals per month beyond day 90 • Complete 6 – 8 initial meetings/DISCOVERY

Strategic Sales Tactics30, 60, 90 Plan


• Identify and work only 20 targets per month– 5 “strategic accounts” – FORTUNE 1000, S&P FATEST GROWING; $10B plus

annual revenue– 15 “target accounts” – Medium to Large Enterprise; $150M to $2B annual

revenue

• Focus on opening doors within the 20 named accounts – Best Practice Tactics

• Sending letters/emails to all 20 prospects for the “month” • Obtain a minimum of 8 sales meetings per month• Coordinate “Solution Designs” with technical resources and service delivery teams• Issue at least 1 SOW in first 90 days• Target to close at least $150K by end of month 6

Action PlanStrategic/Target Accounts Approach (Named Accounts)

14


Activity GOAL Desired Results Daily Tele-Prospecting 50 Dials 1 Set Appointment Daily Quality Conversations 5 from Module 1 Set Appointment Weekly Completed Appointments 2 from Module 4 Written Proposals • CRM must be updated daily to schedule activity and the results • Report to the office each morning by 8:30 unless previously approved

Daily Activity PromiseFocus on Specifics


• Preparation....access message– Tailor your pitch– Show me the problem or opportunity

• Provide insight– New information– Competitor best practices– Solutions for others– Educate– Float ideas...thought starters

• Provide Evidence– Ask industry specific questions– Turn assertions into questions– Understand reporting structure, budgets, purchasing process– Allow to reveal problem, needs, wants, REQUESTS, concerns

Understanding the Keys to SelectionWhy Clients Choose to Business


• “What don't you have time for?“• "Some other clients who do things similar to the way you

do have had to deal with the following issues as a result...What have you done to deal with similar consequences?”

• "How valuable would it be...“• “Can you allow me to distinguish my offer from my

competitors?”

KILLER QUESTIONS Beyond Discovery – Developing TRUST

A Strategic PromiseBusiness Development Opportunity

THANK YOU!

business development promise

Documents