Large Strategic Business Development

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Every business leader is seeking a transaction that can have a multiple on their sales performance. Some look for a channel partner with numerous deal synergies that will enable faster growth than their direct sales force. Others review their entire pipeline and pick either the largest new deal or the largest partner relationship and embark with the attitude that it is a must-win. They then proceed to assign all resources necessary to accomplish that objective, only to find that the results are unpredictable. Winning a sizeable must-win transaction cannot be won just by desire; it requires a detailed plan and the right set of tools, tactics, and experience.

To compete to win, you must recognize the following: 

• Ensure that each interaction with the client buying community has a written plan for objectives and questions that allow you to analyze the situation
• Formulate your position and anticipate client’s concerns and objections
• Know your competition and present your differences in a factual manner 
• State benefits financially that are easily understood by clients
• Create closing strategies that move deals to a successful conclusion
• Be prepared for surprises and know how to handle them proactively

We have the right set of tools, tactics, and experience that you can utilize for your must-win single pursuit or the development of a channel partner program that can deliver many successful wins.

The requirement to have experienced senior personnel for large strategic business development can be a challenging endeavor but never the less it is a requirement. Utilizing a third-party expert that has the experience and methodology can satisfy this need and augment your sales strategy to deliver unique value to your customers.

Large Strategic Business Development has one primary objective: to clearly define what is required to win for one or multiple complex business transactions. It requires a discipline and a documented process that will enable the business team to make correct decisions regarding moving the sale forward. The result is to create a unique value for the client and establish your company as a long-term provider.

We lead either the assigned pursuit team or external partner development team in a formal documented process that is supported by contributor-mentor interaction.

Large Strategic Business Development is a service where we become an integral part of your business development and sales execution team. This approach provides you with a real-time opportunity to adjust to the chaotic sales environment and delivering the following:

• Documented business development strategy and steps to close the deal
• Defined measurable qualification process with detailed template
• Problem definition is documented and validated with a client and or partner
• A solution developed to address the problem and substantiated with all client stakeholders
• The decision process is documented and validated with decision stakeholders
• Key relationships are defined, and cultivation plans are developed
• Documented relationship strategy and key objectives to accomplish meaningful relationships with key stakeholders
• Develop and document key measurable value propositions
• Facilitate Win-Themes and lead the development of presentation to articulate 
• Participate in internal meetings to ensure qualification process is adhered to and reinforced throughout the process

• Improve win-rates up 35%
• A deeper insight of each decision maker which leads to an opportunity to upsell and cross-sell
• A repeatable process that can be applied to multiple business development initiatives
• The team will gain experience in large strategic business development from start-to-finish