Anyone who’s a “Lean Start-up” fan will understand this comment, but it’s equally applicable to any new venture, whether that’s new market entry for established organisations or even a new marketing campaign. This slide-share from @SeanAmmirati sums it up and includes a great quote from LinkedIn’s Reid Hoffman
Read more →There’s a framework I’ve found useful with clients when considering business development options, whether that’s at a strategic level or when developing marketing campaign concepts and messaging. It’s developed by Neil Rackham (author of SPIN selling) and KPMG and is designed to stop client teams slipping into “safe
Read more →If you want to open doors to new opportunities then you need to generate real insight. But, the question is, “what is real insight?” To me, “real insight” can be described in a couple of ways: Information about your market that helps you make a more targeted approach. Information that develops
Read more →As you might imagine in our line of work, a lot of conversations we have with business owners is around “outsourcing” their business development function. Typically, this comes from SME’s which are selling more complex and “knowledge rich” business services, such as consultancies and marketing agencies. The owners and
Read more →This might sound like a bold statement but here we go – your business development strategy is based on assumptions. The reality is, that’s true for everyone. Now, that’s not necessarily a bad thing, but if you don’t at least check the validity of what’s under-pinning your strategy then
Read more →Whether you are a business owner or an individual business development/account manager working for an organisation, there will be times when you are struggling with revenue growth. I know this because, having been in sales, managed business development teams and run my own business over the last 23
Read more →When it comes to generating increased revenues there are 4 key “levers” that every business owner needs to consider. Some of these are simple, tactical changes that can have a big impact on your top line growth. Others require more strategic consideration since they can have a significant influence
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