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 Business Development Process
Each individual programme is dependant on identified needs.
Business Plan development
Before committing totally we advise that you draw up a detailed Business Plan. Our accountants will complete one for you – a fee of £500 will be payable as a non-returnable fee to cover this module.
MEASUREMENT
After each module, the consultants will present to a panel of company Directors and Executives a short report outlining key learning points and will be questioned on the depth of their understanding. Each review will link back to the Business Marketing and Sales Plan to ensure focus on the main objective.
1.Legal Counselling
Introduction to the contract; detailed explanation of contents, terms of business etc. Objective: To understand the contracts of service for each of your key products
2.Skill and Aptitude Tests
Complete Review of Skills, Abilities and Personality; full report provided
Objective: To highlight major strengths and development needs – addressing the latter during the programme.
3.Product & Services Workshop : own product Development
Objective: To be able to convince clients that their needs will be met. Developing & Building a Personal Network
 Preparation For Approaching The Market Place
Developing and maintaining strong networks and circles of influence, gaining and increasing business from existing contacts.
5.financial Counselling
Financial
Business Planning – further development of your plan
Target Setting, Contact visits, contact calls, new client development based on personal and business objectives; targets against which you will be measured.
Objective: To define and agree a detailed business plan against which performance will be measured on a regular basis (clear goals will be set covering all key business areas )
6.Marketing
(on-going support – monthly basis)
- Developing and agreeing a Marketing Plan
- Ongoing guidance when building a Personal Network & Personal Circles of influence and Circles of mutual dependency; an introduction to Network contacts for marketing purposes.
- Special Area, Regional / Sector database purchase & mailshot where necessary
- Telemarketing : to chosen client base, follow up mailshots
(may include specific launch programme charged at cost)
Objective: Presentation of the Marketing Plan to invited clients
7.Project work – preparation and guidance
- 10 personal Network calls and visits
- 10 calls and visits to company Network contacts
- 10 Cold calls and visits
8.Project Work and review
- To begin to contact clients to build personal circles of influence
- To make enough calls to key contacts per week to reach potential income levels outlined in the business plan
- To plan and execute phone calls to each personwithin the contact hierarchy to a level agreed during the business planning session
Objective: Detailed feedback on each visit / call will be expected, outlining opportunities generated and issues highlighted. Training Modules will be put in place to meet the needs identified during this project phase.
9.Sales Training
- Sales Process, Skills, Belief Systems
- Work on personal beliefs so that the networking processes & sales skills acquired can be used to optimum advantage.
- Also covers 'selling on', marketing & selling related products, project management & relationship-based selling.
Programme Modules
- Introduction
- Planning
- The Psychology of selling
- Sources of business.
- Emotional intelligence
- Interpersonal skills
- Making appointments
- Questioning techniques
- Sales Steps
- Handling the Customers doubts
- Negotiating
- Introduction to body language
- Monitoring performance
Objective: Presentation of the Sales Plan
10.Support Services
Covers Back Office Support
11. Corporate Literature and product manuals
(Developing all corporate literature especially product and service guides)
- Brochures
- Complete set of product & service guides
- Compliment Slips, Headed Paper, Business Cards, Brochure
12. COMPUTER PACKAGES
Review of those available to meet specific needs – including CRM systems
13. Business and Personal Network Reviews
- Assessing progress in the field against plan
- Follow up reviews of the business plan
14. Network Meetings
Meeting with PA Networks four times per year plus the annual convention
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