nte what we do
TRANSCRIPT
The Independent Agent in Business Development
Norm Erwin, OwnerNTE Business Services [email protected]
And so these men of IndostanDisputed loud and long,Each in his own opinionExceeding stiff and strong,Though each was partly in the right,And all were in the wrong!
The Blind Men and the ElephantJohn Godfrey Saxe (1816-
1887)
Business Development Defined*
• Creating Long Term Value from a Customer, a Market or Strategic Relationship• IT technology or solution based• Often Collaborative with technology / application /
service partner
• Based upon negotiated Statement of Work
• Level of service and delivery based on retainer
* Scott PollackArticle “Business Development and Partnership
http://startofthedeal.com
Creating Long Term Value from Customers, Markets and/or Relationships
• An external executive resource available to pursue a long term value based opportunity selected to support growth• Customer Sponsor and Company Goals in Alignment• Win – Win for all parties involved
• Identify and directly pursue or coach to capture a long term opportunity for a new sustainable market
• Enable “C” Level Sponsorship on all sides for Strategic Opportunities (Relationships)
Customers We Like
• Minimum $5M Annual Sales with and a sustained mission, vision and purpose
• Invested in Marketing ≥ 10% of Sales
• Brand management robust and energized
• A mandate to innovate
• Consistent (organization wide) priorities and goals
• A company climate based on respect for the individual, a culture of accountability
• An organization with low turnover
We also coach, recommend or partner for
• Lead generation
• Lead qualification
• Telemarketing
• Appointment setting
• Chasing the deal of the day
• Sales and marketing collateral
• Press release
Summary & Motivation
• Share & Leverage 30+ years experience with• Imbedded Systems OEMs and Systems
Integrators• Healthcare Systems & Printing Systems OEMs• Health Information Applications Providers• Corporate Telecom & IT Outsourcing Initiatives• Major Computer Systems Manufacturers
• Stop Selling. Start Helping – Zig Ziggler
The End&Thank You
NTE Business Services LLCInnovation on LoanNorm Erwin, Owner585-314-1824