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The business environment is changing, and the situations our clients are working in are also evolving. We need to understand these changes so we can service our clients better and know if we need to change our services too. As Business Development Managers, Team leaders and sales professionals, we need to support our teams to make those phone calls to set up those meetings. These client phone calls need to underpin our current business development plans and strategies, and very importantly, our critical client accounts. The information that your teams are gathering will verify your revenue forecast plans. This presentation outlines three steps worth taking before picking up the phone to set up the meeting. Three steps that will give your teams more confidence to make those calls successful. https://images.squarespace-cdn.com/content/v1/5e1e70f8d17eee43e64c36b1/1605758511031-O9K8258DYZY6GMORJ9DH/image-asset.jpeg VLOGs - Planning a Client Call We all recognise how important it is to be talking to our clients at this time. The business environment is changing, and the situations our clients are working in are also evolving. We need to understand these changes so we can service our clients better and know if we need to change our services too. As Business Development Managers, Team leaders and sales professionals, we need to support our teams to make those phone calls to set up those meetings. These client phone calls need to underpin our current business development plans and strategies, and very importantly, our critical client accounts. The information that your teams are gathering will verify your revenue forecast plans. This presentation outlines three steps worth taking before picking up the phone to set up the meeting. Three steps that will give your teams more confidence to make those calls successful. https://images.squarespace-cdn.com/content/v1/5e1e70f8d17eee43e64c36b1/1605757181712-C7DO7VCJ7C699G7PCAZC/image-asset.jpeg VLOGs - Revenue Forecast Plan In sales and/or business development? This is a straightforward step-by-step process for Business Development Managers and Team Leaders to develop a Revenue Forecast Plan for the next financial year. Revenue forecasts form a key part of business development plans and become the focus for business development strategy. As the saying goes "Plan your work and then work your Plan". https://images.squarespace-cdn.com/content/v1/5e1e70f8d17eee43e64c36b1/1605758655260-8IT1T51QA3JOJ0ETUR8Z/image-asset.jpeg VLOGs - Filling Revenue Forecast Gaps Revenue forecasting is currently extremely critical for many companies. Due to the uncertainty of markets, many companies are recasting their revenues every month on a three-month rolling basis. In developing revenue forecasts Business Development Managers and Team Leaders will often build their projections on their current projects, key clients, and their effective services. The next step is to focus on managing the resulting revenue gaps through increased sales and by taking a deeper dive into your historical client activity, your competitors, and your markets. These sales can come from a sales increase in existing services, new services, and pipelines of pursuits. This presentation highlights three areas to focus your efforts in the endeavour to plug these revenue gaps. Be prepared that filling revenue gaps requires more in-depth research, increased investment of time and resources. https://images.squarespace-cdn.com/content/v1/5e1e70f8d17eee43e64c36b1/1605757181698-225JWMVJ2FC2KABBEI8B/image-asset.octet-stream VLOGs https://images.squarespace-cdn.com/content/v1/5e1e70f8d17eee43e64c36b1/1605757641351-78TN9G95OPKHSF3V38F2/image-asset.jpeg VLOGs - Client Account Plan In sales, Client Account/ Key Account planning for Business Development Managers and Team Leaders drives revenue growth and significantly supports revenue forecasts. This is a time-efficient process to develop a meaningful Client Account Plan that will be key to the goals in your Business Development Plan and an integral part of your business development strategy. As the saying goes 'a goal without a Plan is just a wish'. https://images.squarespace-cdn.com/content/v1/5e1e70f8d17eee43e64c36b1/1605757767925-ZXJOLFC1ZSUHVXA35WA4/image-asset.jpeg VLOGs - Managing an Effective Pipeline For those of you in sales and business development you will understand the value of a reliable, efficient and authentic pipeline. A successful Business Development Manager, Team Leader and sales person will have stories of how they won pursuits through strong interaction with the client, collecting knowledge on project issues and engaged with a winning team dynamic. This is a three step process to manage an effective pipeline that stores the dynamic and current information and is used to drive the winning energy. Pipelines are critical to your Business Development Plans they become an integral part of your Business Development Strategy, your Key Account Plans, Pursuit Plans and revenue forecast planning. https://images.squarespace-cdn.com/content/v1/5e1e70f8d17eee43e64c36b1/1605758060050-B6AAGLTNUM9AJ6QIAGXB/image-asset.jpeg VLOGs - Developing a Client Relationship Matrix For those of you who are Business Development Managers, Team Leaders and Sales Managers you will understand the value of a business development tool like a Client Relationship Matrix. This tool ensures you and your teams’ efforts are kept focused and all actions are efficient. A Client Relationship Matrix allows you to assess the number of client contacts and the depth and breadth of those contacts within your client account organisation. This tool then enables you to develop an effective Action Plan to develop a more productive client account and ultimately to increase your sales and revenue. This is a three-step process to develop a Client Relationship Matrix, identify and engage an effective client account team that has the right experience and expertise and drives an Action Plan to increase your sales. A Client Relationship Matrix is another critical element that will support your Business Development Strategy, your Key Account Plan, your Pursuit Plans, and ultimately your revenue forecast planning for a client. https://images.squarespace-cdn.com/content/v1/5e1e70f8d17eee43e64c36b1/1605758439140-UXIBD4KTLPDLF9F11L6I/image-asset.jpeg VLOGs - Developing a Pursuit Plan-Part 1 For those of you who are Business Development Managers, Team Leaders and Sales Managers you will understand the investment required to pursue and win an opportunity from your pipeline. This process is the initial step to determine if, as a company, you should invest in pursuing an opportunity to increase sales. There are three key steps to go through that will give you an overview of what you know about the pursuit and what you do not know. The resulting Action Plan will provide you with enough information to make an informed Go- or No-Go decision on whether to go to the next step of developing a Winning Pursuit Strategy. The three steps to developing an initial Pursuit Plan are: defining the project; identifying the project issues and; your knowledge about the client drivers. This Pursuit Plan step is another critical business development tool that will support your Business Development Strategy, your Key Account Plan, your Pursuit Plans, and ultimately your revenue forecast planning for a client account. https://images.squarespace-cdn.com/content/v1/5e1e70f8d17eee43e64c36b1/1605758583870-VACQ75KNKNFMY56CXU5P/image-asset.jpeg VLOGs - Developing a Pursuit Strategy-Part 2 It is always important to be strategic about how we spend our money and resources on new pursuits from our pipeline. In my VLOG Developing a Pursuit Strategy – Part 1, we went through a process of defining the project, identifying the project issues, and understanding the client drivers. If our pursuit survived the scrutiny and we assess that there is a 30% chance of winning, then we need a Pursuit Plan that will increase our chances to over 70%. This VLOG takes us through a three-step process to get to this 70% by developing our key messages, knowing, and ranking our competitors and strengthening our organisation chart. As Business Development Managers, Team leaders and sales professionals, we need to actively support our Pursuit Leaders, actively manage our Pursuit Teams to significantly increase our win rate on pursuits we choose to chase. https://www.sharonbakerco.com.au/tips-for-growth daily 0.75 2021-03-08 https://images.squarespace-cdn.com/content/v1/5e1e70f8d17eee43e64c36b1/1615167606472-OLI6X93R17QDQUQZ20ID/Tips+for+Growth_Tip21_Actions+to+Build+Contacts_Quiz+4.jpg Tips for Growth https://images.squarespace-cdn.com/content/v1/5e1e70f8d17eee43e64c36b1/1615167606472-OLI6X93R17QDQUQZ20ID/Tips+for+Growth_Tip21_Actions+to+Build+Contacts_Quiz+4.jpg Tips for Growth https://images.squarespace-cdn.com/content/v1/5e1e70f8d17eee43e64c36b1/1615167592388-E0YJ95OQQHRYG4G06F6B/Tips+for+Growth_Tip20_Be+a+Trusted+Consultant_Quiz+3.jpg Tips for Growth https://images.squarespace-cdn.com/content/v1/5e1e70f8d17eee43e64c36b1/1615167561967-1FP4KJPGKVBE5GCOH01H/Tips+for+Growth_Tip19_Need+Depth+and+Breadth+of+Coverage_Quiz+2.jpg Tips for Growth https://images.squarespace-cdn.com/content/v1/5e1e70f8d17eee43e64c36b1/1615167359105-X7FPF0CMV8JE9S42OND3/image-asset.jpeg Tips for Growth - Tips for Growth # 18 – How many Client Contacts Quiz 1 - How many client contacts do you have in your client’s organisation? The answer lies in gathering your contact list, asking your colleagues who they know and even going to the Accounts Team to see who they have as registered contacts against past projects. There will be recent contacts and probably historical contacts who have not been contacted in a while. Set up a matrix to capture who you know and who you do not know. 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