Académique Documents
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Business Development
Success Through Relationships
1
Agenda
Introduction
Euro Asia market cycles
Leadership through alliances
The role of business development
Winning relationships
Personal communication and political
awareness
A day in the life
2
My Background
Registered in Pakistan
Serving since 2 years in Engineering markets
Maintenance, repair & overhaul services.
Fabrication Services.
3
Route cause analysis , Trouble shooting and fault
finding services for machineries
Consultancy Services
Multiple perspectives
Start-up and established companies
Supplier, customer, partner, products, services
International and domestic markets
4
We work as the Wheel Goes
Round
Introduce
follow-up Quote
We provide
products and
services to the meeting
Client as per
market conditions.
5
The Role of Business
Development
Strategic association with clients
Industry standards
New revenue streams
Gain marketshare
6
Intra-company Relationships
Senior management
R&D
Sales
Marketing
Product Management
Legal
Finance
7
Reporting Structures
Direct report to CEO
Reporting to Marketing
Recent trend reporting to Sales
8
Importance of Standards
Grow markets
Increase portfolio
Focused on SWOT
Visibility and credibility
9
Negotiating the Relationship
Prepare
Clear set of objectives
Set your limits beforehand
Do your homework
Work with those who share your values
Anticipate
Negotiation is a process
Negotiate with integrity
Focus on relationship, not just the deal
10
Negotiating the Relations
Create an atmosphere of cooperation
Listen
Silence is okay
Minimize other party’s concessions
Go for the WIN-win
Show no fear
11
A Day in the Life
Strategize and plan
Research
Meetings: internal and external
Phone calls and email
Reading, writing, reviewing contracts
On the road
12
Business Development Profile
Ability to think strategically
Research about market evaluation
Organizational and political intelligence
Excellent communication skills
Written, oral and presentation
People skills
13
Thank You
14