Marketing

Business Development Diploma’ outline

Overview& best practices

BD Scope

Corporate structure- Org. chart, where do you fit in & how we want it to shift

Understanding the buy-sell ladder model

Client classification: how to build an ideal client profile

Customers grading: A,B,C,D

Lifetime value of a customer

Client centered code of conduct (DART Model)

The Pareto rule 80/20 allocating time for important customers

Time budgeting for tasks

Time billing: How you bill your time (analysis)

The business planning process

Using the STAR business planning process

Market research: 5 customers, 5 suppliers. What frustrates them and what do they really want?

Internet marketing: SEO, SMM and PPC

Strategic analysis

Targets and goals

Activities

Reality checking

How to effectively prepare an account development plan

How to build client chemistry with F.O.R.M.

Revise the selling process

Unique and distinctive selling points

The sales competitors’ analysis form

Sales scripts

The value-added selling process

Sales: closing techniques

Your best friend: the phone

Design& Implement KPI’s

How to create a balanced scorecard (the business performance auditing)

Key skills for business development executives

Commercial awareness

Developing a value stream map