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Mario Shirley, Business Development Expert
A Strategic PromiseBusiness Development Opportunity for Security Opportunity
Mario Shirley, Business Development Expert
Mario Shirley, Business Development Expert
A Strategic PromiseBusiness Development Opportunity
Agenda
Market Development
Our Promise
Riskwatch International Business Development Opportunity
A TRUST Conversation – How Clients Choose
Understanding of the Role
Strategic Sales Tactics
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Mario Shirley, Business Development Expert
TRUST = Authenticity, Capability & Reliability
• Limit Your Personal Risk by “Listening Not Talking”• Provide Relevant Proof to Overcome Skepticism and
Strengthen Creditability• Building Relationships is the Secrete Sauce
DEVELOPING TRUST IS THE KEY TO SUCCESS!
Before we begin…Let’s have a TRUST conversation!
Mario Shirley, Business Development Expert
• Corporate - Standardized Security Assessments• Petrochemical - Unique Risk Profile• Pharmaceuticals - Global expansion requires actionable
intelligence• Utilities - A robust security program is imperative• Manufacturing - Measure Security and Compliance Gaps• Veterans Affairs - Assess all Appointments across all VA Medical
Facilities
Target IndustriesKey Verticals for Development Plan
Mario Shirley, Business Development Expert
Companies in this industry develop and operate fields to extract crude oil and natural gas. Major companies include Apache, ConocoPhillips, and ExxonMobil (all based in the US).• Demand is driven by economic activity, population growth, and energy efficiency for residential, industrial, and transportation uses of oil and gas• Major products are crude oil and natural gas; each accounts for about half of industry revenue.
Technology - Companies rely on IT systems to create the seismic 2D and 3D subsurface maps of potential drilling areas; to monitor production, companies operate supervisory control and data acquisition (SCADA) networks, which connect sensors and other equipment at each production site to a staffed central control facility. The communication network may be older legacy wireline, microwave connections, or a modern wireless system.
Key Industries - InsightsPetrochemicals - Oil & Gas Exploration & Production
Mario Shirley, Business Development Expert
Chief Information Officer - CIO
Monitoring Unattended SitesMost wells operate unattended after they're in production. Monitoring equipment is placed in the wellhead, pipelines, and containment vessels. The site may also have intrusion alarm sensors and video cameras. Data from the monitoring equipment is transmitted back to a central monitoring site that can shut down operation and dispatch maintenance crews in the event of a problem. Information technology staff must design, implement, and maintain the network and onsite equipment to enable 24-hour monitoring of each site.
Operations, Products and Facilities • How many wells does the company have in production? What is the trend in production volume from
these wells?• How many and what types of drilling rigs does the company own?
Regulations, R&D, Imports and Exports • How is the company challenged by complying with federal and state regulations? • What new technologies or processes is the company investing in?
Key Industries - InsightsPetrochemicals - Oil & Gas Exploration & Production
Mario Shirley, Business Development Expert
• Business Development Manager drives profitable sales expansion with a focus on acquiring new clients while growing existing clients relationships
– Develop relationships with strategic accounts within the Hi-tech, power and manufacturing industries, to – Sell security and compliance solutions– Evaluates target markets, develops and presents sales proposals to clients while working with operations to deliver on these
target
• Job Duties/Accountabilities– Communicating new product developments to prospective clients– Conducting Product demos– Closing the sale– Overseeing the development of marketing literature
• Keys to Selection– Process-oriented Consultative Selling Skills (e.g. Solution Selling)– Great Communication and Sales skills count for more than formal qualifications in this job.– A deep understanding of Marketing principles– Exceptional Demonstration Skills– Ability to administer personal demo environment via the web– Plenty of Initiative– Preferably a 4 year degree in finance, marketing and business management
Business Development Manager OpportunityUnderstanding of the Role
Mario Shirley, Business Development Expert
Business Development OpportunityMy Unique Approach
Goals of business development include brand placement, market expansion, new user acquisition through the use strategic sales tactics to achieve the goals.
Mario Shirley, Business Development Expert
Business DevelopmentMy Understanding of Business Development Success
Sell Through & Sell With vs. Sell To
Mario Shirley, Business Development Expert
Potential IT PartnersSell Through and Sell With Strategy
Corporate Petrochemical Utilities Manufacturing Pharmaceuticals
Court Square Data Group, Inc. Appneta, Inc. ECHO CONSULTING
SERVICES, INC. Clinarium, Inc FEEDBACK CONSULTANTS
Adroit Software Inc. Computer Corporation of America Computer Resources LLC Acumen Consulting Inc SPACEAGE CONSULTING CORP
Geocomp Corp. Green Beacon Solutions, LLC Insurers Computer Services Inc 3i-Mind Technologies Inc NEW YORK TECHNOLOGY
PARTNERS, INC
Paradigm Technologies, Inc. Tcognition, Inc. Conix Systems, Inc. Provenir, Inc. QUALITY SYSTEMS INTERNATIONAL CORPORATION
Aeturnum, Inc. Impress Software, IncVERMONT INFORMATION PROCESSING, INC.
Investment Support Systems Inc Fieldone Systems LLC
GLOBANT LLC Crosscheck Networks, Inc. The Walker Group Inc Application Consulting Group Infinity Techs Group Inc.
Mario Shirley, Business Development Expert
Hungry for ResultsStreet SmartDealmakerBusiness Development ExpertManages ComplexityWill To WinEmpathyTrustBuild CommunityLoyal
My Innate Competencies for Success How I Want to be Perceived
Mario Shirley, Business Development Expert
Fortune 1000 Target AccountsPrevious Customers and Current Prospects by Vertical
Corporate Petrochemical Utilities Manufacturing Pharmaceuticals
Equifax SEACOR Holdings Piedmont Natural Gas Carlisle Companies Watson Pharmaceuticals
Ryder System Marathon Petroleum Corporation Southern Company UTC Aerospace Systems Merck & Co
Guardian Life Insurance Chevron Consolidated Edison Company Mohawk Industries Gilead Sciences
MasTec Occidental Petroleum NextEra Energy Jabil Circuit Allergan
Flowers Foods ConocoPhillips AGL Resources Honeywell Abbott Laboratories
Boston Scientific ExxonMobil Pepco Holdings Lockheed Martin Perrigo Company
Mario Shirley, Business Development Expert
30 Day Focus• Learn the service offerings • Create a list of targets to be reviewed/approved by management• Research and develop account plans and approach 10 target accounts as per plan• Complete 2 – 3 initial meetings/DISCOVERY
31 - 60 Day Focus• Follow the sales process and reporting structure• Research and develop account plans and approach 10 target accounts as per plan• Complete 4 – 5 initial meetings/DISCOVERY• Add $50K in qualified opportunities to 120 day funnel
60 - 90 Day Focus• Develop & propose two (2) opportunities • Complete second meetings with 5 target/strategic accounts (larger customers)• Average four (4) new proposals per month beyond day 90 • Complete 6 – 8 initial meetings/DISCOVERY
Strategic Sales Tactics30, 60, 90 Plan
Mario Shirley, Business Development Expert
• Identify and work only 20 targets per month– 5 “strategic accounts” – FORTUNE 1000, S&P FATEST GROWING; $10B plus
annual revenue– 15 “target accounts” – Medium to Large Enterprise; $150M to $2B annual
revenue
• Focus on opening doors within the 20 named accounts – Best Practice Tactics
• Sending letters/emails to all 20 prospects for the “month” • Obtain a minimum of 8 sales meetings per month• Coordinate “Solution Designs” with technical resources and service delivery teams• Issue at least 1 SOW in first 90 days• Target to close at least $150K by end of month 6
Action PlanStrategic/Target Accounts Approach (Named Accounts)
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Mario Shirley, Business Development Expert
Activity GOAL Desired Results Daily Tele-Prospecting 50 Dials 1 Set Appointment Daily Quality Conversations 5 from Module 1 Set Appointment Weekly Completed Appointments 2 from Module 4 Written Proposals • CRM must be updated daily to schedule activity and the results • Report to the office each morning by 8:30 unless previously approved
Daily Activity PromiseFocus on Specifics
Mario Shirley, Business Development Expert
• Preparation....access message– Tailor your pitch– Show me the problem or opportunity
• Provide insight– New information– Competitor best practices– Solutions for others– Educate– Float ideas...thought starters
• Provide Evidence– Ask industry specific questions– Turn assertions into questions– Understand reporting structure, budgets, purchasing process– Allow to reveal problem, needs, wants, REQUESTS, concerns
Understanding the Keys to SelectionWhy Clients Choose to Business
Mario Shirley, Business Development Expert
• “What don't you have time for?“• "Some other clients who do things similar to the way you
do have had to deal with the following issues as a result...What have you done to deal with similar consequences?”
• "How valuable would it be...“• “Can you allow me to distinguish my offer from my
competitors?”
KILLER QUESTIONS Beyond Discovery – Developing TRUST
A Strategic PromiseBusiness Development Opportunity
THANK YOU!