10 Tips for Business Development Managers

New Business Development managers: welcome to the big time! Your responsibility list has grown and the expectation to develop new business has been set. Use your confidence and keep an eye on the competition to avoid traps that could jeopardize your strategy. Consider these tips for Business Development Managers in your new role:

1. Business development starts with the big picture. It’s no longer about how many leads you have, but how to close the deal and create lasting client relationships for future business opportunities.
2. Information advantage is the best way to pass the competition. Bid on leads with information that is sustainable or can lead to future business. If there is no information about the bid and you are competing purely on price or luck, this is probably not a lead to pursue.
3. Use relationship marketing and provide the client complete satisfaction at all reasonable costs. Measure your success by the number of repeat customers and the information you’ve learned about them to support and anticipate their future needs.
4. Build a team. Success starts with a winning team who knows how to work effectively and efficiently. Adding the right technology and tools, along with astute industry knowledge applied, the winning comes next.
5. Create a vision. A winning proposals starts with the end in mind. Step back and discover what sets you and your team apart from the competition and go from there.
6. Communicate with staff, clients, and social connects to gain, share, and research what matters most in the quest of new business. Hold regular meetings to discuss leads, strategies, and most importantly - successes! This information can be used to support future proposals.
7. Prepare to win the request for proposal (RFP) and anticipate questions that may arise. Quantify answers and your ability to provide services requested; at the same time generate a pursuit and bid decision process proactively.
8. Improve your proposal before it’s ever written. Don’t procrastinate until the last moment to make changes, be a good role model to your staff. Do your homework and anticipate the ROI needs of the proposal before it ever makes it on paper.
9. Write from the customer’s perspective. Don’t describe your company, but describe why your company’s qualifications and approaches matter to the customer. To achieve this, understand what matters to the customer.
10. Start the conversation with staff; ask for input on implementation. Cultivate an environment to embrace new ideas, set expectations, and growth opportunities for everyone involved.

Are you ready for new business? It doesn’t happen overnight, but it can be sooner than you think if you take a proactive approach. If you would like additional information to create quality proposals in response to a RFP, contact contact KDuncan to learn more.

Have more tips for Business Development Managers? Leave them in the comments below!

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