ten slides in ten minutes - a perspective on global business development
DESCRIPTION
Global Business Development is rapidly changing from a centralised model to a distributed model... with greater benefits to an organisation as well as clients.TRANSCRIPT
S S Ten Slides in Ten Minutes: A Perspective on Global Business Development [Capturing the Hearts and Minds of Prospects & Clients]
Presented by:
Bill Graham APM.APMP
June, 2013
2
Agenda
• The Sustainable Business Imperative
• The Domain for Traditional Sales is Shrinking
• Client Classifications are an Imperative
• Traditional Global Organisations ‘smother’ National entities
• Q&A
3
Dominant Exclusive Emerging Pervasive Absent
Symbiotic relationship with clients
Sustainability
Making the competitors irrelevant
Projects Particular Performing Pertinent People Places
The Sustainable Business Imperative
Building mutually beneficial and sustainable long-term client relationships
Source: Sales Synthesis
Multi-National Companies [MNCs] may embrace a new dawn or a long dark night.
Know where you are going
The Domain for Traditional Sales is Shrinking
Customer Sales Level/ Potential
Customer Service/Relationship Requirements
Large
Small
Low High
Emerging Channels [incl. Internet-based
Sales]
Key/Global Account
Management The shrinking
domain for the traditional salesforce
Adapted, by Melrose Atteridge, from work undertaken by Professor Nigel Piercy
Successful Sales Organisations are embracing Direct Channel and Global Account Management models
Few
Many
Slide: 4
5
A multi-phased process to identify ‘business-relevant’ opportunities that, when closed, sustain a company.
What is Opportunity Management?
Relationship Building
Market Management
Opportunity Scouting
Qualification
Craft Solution/s
Drive Opportunities
Account Management Focus
Building mutually beneficial and sustainable long-term client relationships
Successful Sales Organisations have clearly defined Opportunity Management Actions – with relevant metrics
Opportunity Management Actions
Find the Business ‘Centre of Gravity’
Use Social Media to your benefit
Client Classifications are an Imperative Organisations need to be fully aligned with their prospects, customers & clients
Profitability and/or
Relationship Effort
Volume of Classified Type
High
Low
Low High
Loyal
Nomadic
Needs Based
Discount Pressure
Impulsive
Source: Melrose Atteridge
Account Management
[Complex Solutions]
Cafeteria Offerings [Commodity Sales]
Slide: 6
Different Classifications for Different Requirements Certain clients require a mix of relationship model/s and channels
Profitability and/or
Relationship Effort
Volume of Classified Type
High
Low
Low High
Loyal
Nomadic
Needs Based
Discount Pressure
Impulsive
Complex Sales e.g. infrastructure/s
Commodity Sales e.g. Mobile phones
Source: Melrose Atteridge
Slide: 7
8
Global companies permeate their thinking… globally
'One Company'
Investment/s supporting
business imperatives
Shared Vision
Communities of Interest
Market Research, Analysis &
Infusion
Competitive Analysis
Knowledge Competition
Relationship/s
Investment - time
Conflict & Resolution
9
Traditional Global Organisations ‘smother’ National entities
Head Office
Regional Offices
National Offices
Head Office
Regional Offices
National Offices <operating as individual entities>
National Offices: • agility to compete • local knowledge • Focused on practical &
realistic growth
• administrative overhead • no local knowledge • additional reporting • invoicing/billing
dependent on non-local reward system
• local competitors have advantage/s
• culture clash • receptive gap • ‘one-size fits all’ challenge
Reciprocal Altruism
10
Q&A