Biz Dev: Do any of us know what we are doing?

7a6f8abf3af4af2ab8720782b06c9d77?s=47 Rob
February 06, 2020

Biz Dev: Do any of us know what we are doing?

"If we do great work, people will line up to work with us." I can’t believe how long I believed this. After over a decade of running Sparkbox, I’ve learned how wrong I was. Make no mistake, great work helps, but it is merely the entry fee. Filling the pipeline at scale with the right leads requires so much more than just having great work in your portfolio.

Finding enough sustainable work is often one of the hardest tasks in running a web studio. We all believe that there is plenty of work available, but how do we strike a balance between having enough and having the right work?

Join me to have an honest discussion of what works in business development and, more importantly, what doesn't. I’ll share my lessons learned, balanced with attendee insights, to have honest discussions so we can all be better at the hard work of finding great work. Come prepared to share, discuss, and learn.

7a6f8abf3af4af2ab8720782b06c9d77?s=128

Rob

February 06, 2020
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Transcript

  1. Rob Harr BUSINESS DEVELOPMENT: DO ANY OF US KNOW WHAT

    WE ARE DOING? @robertharr
  2. 2009

  3. None
  4. None
  5. None
  6. None
  7. “Field of Dreams” Biz Dev Strategy.

  8. A great portfolio is merely table stakes in finding work.

  9. Business development is the game.

  10. Feeding the machine.

  11. $200K a week.

  12. Welcome to Owners Summit

  13. Bureau Oath.

  14. None
  15. Biz Dev Accountability Group.

  16. Get up and sit with someone new.

  17. None
  18. Biz Dev: Do Any of Us Know What We Are

    Doing? INTRODUCTIONS Discuss
  19. Rob Harr Dayton, OH Sparkbox Web Design & Dev Studio

    $7.5M Exam ple
  20. None
  21. Biz Dev: Do Any of Us Know What We Are

    Doing? INTRODUCTIONS Discuss
  22. Biz Dev: Do Any of Us Know What We Are

    Doing? GROUND RULES
  23. I hated sales people.

  24. Making bad promises that I would have to deliver on.

  25. It always felt slimy.

  26. Biz Dev Golden Rule.

  27. I don’t ever want to do anything that if found

    out later I would not want someone to know.
  28. We do compete with each other.

  29. Topics Topic 1: New Prospects Topic 2: Proposals Topic 3:

    Inside Sales Topic 4: Sales Team
  30. I am going to encourage you to not talk about

    tools.
  31. Biz Dev: Do Any of Us Know What We Are

    Doing? NEW PROSPECTS
  32. There are no silver bullets.

  33. There is no “one way.”

  34. Timing is everything.

  35. People buy people, not process or brand.

  36. What are we selling?

  37. Trust. Business Development is about trust.

  38. Almost all of our new prospects are leaving a broken

    relationship.
  39. Passive prospecting vs Active prospecting

  40. Passive Prospecting Passsive

  41. Thought Leadership Passsive

  42. Passsive

  43. Case Studies Passsive

  44. Building Community Passsive

  45. Contact Form Passsive

  46. Active Prospecting Active

  47. Conferences Active

  48. Meet-ups Active

  49. Asking for Referrals Active

  50. Biz Dev Road Trips Active

  51. Fields of Dreams

  52. Short Term Medium Term Long Term

  53. We are the airlines. Overbook all the things.

  54. Pipeline Size = 6 months worth of revenue. TAN GEN

    T!
  55. Qualifying Leads

  56. Talk about money quickly.

  57. Ask about the previous vendor.

  58. Setting Client Expectations TAN GEN T!

  59. Research Vendors Vendor Selection Negotiation Project Expectations Set TAN GEN

    T!
  60. Research Vendors Vendor Selection Negotiation Project Expectations Set Expectations Managed

    TAN GEN T!
  61. Get on an airplane.

  62. Talking to the right prospects.

  63. Put out the right bait.

  64. Not every project is going to be a perfect fit.

  65. Sell something small.

  66. Discovery

  67. Initial Engagements

  68. Initial Contact Discovery or Initial Engagement Build Proactive Improvement Biz

    Dev Ongoing work TAN GEN T! Project Manager
  69. More at bats.

  70. Biz Dev: Do Any of Us Know What We Are

    Doing? NEW PROSPECTS Discuss
  71. Biz Dev: Do Any of Us Know What We Are

    Doing? PROPOSALS
  72. Email Proposals

  73. I hate RFPs.

  74. You hate RFPs.

  75. The people who run RFPs hate them.

  76. RFPs are not going away.

  77. Play the game that exists.

  78. Companies do RFPs to reduce risk.

  79. Procurement Departments TAN GEN T!

  80. Break the RFP process.

  81. Oranges.

  82. Oranges.

  83. Oranges.

  84. We have put a ton of work into getting good

    at RFPs and taking the suck out of them.
  85. Biggest win for 2019: Communications Team TAN GEN T!

  86. None
  87. Pitching

  88. Get them talking.

  89. Group Improv

  90. You are still going to lose sometimes.

  91. Set a reminder to follow-up. TAN GEN T!

  92. Do you remember the day you stopped bidding scared and

    started asking for what you were worth?
  93. Biz Dev: Do Any of Us Know What We Are

    Doing? PROPOSALS & RFPS Discuss
  94. Biz Dev: Do Any of Us Know What We Are

    Doing? INSIDE SALES
  95. 75% of our revenue comes back from existing clients.

  96. I am a simple man. I love simple solutions.

  97. Do great work.

  98. Talk to everyone.

  99. Make your point of contact look good. Others will line

    up.
  100. Make fans.

  101. Become a connector.

  102. Strategy Meetings

  103. Visit existing clients at least once a year.

  104. Ask for introductions.

  105. Follow up with clients after projects.

  106. Averaging Zeros TAN GEN T!

  107. “Don’t confuse simple with easy.” -Dan John

  108. The best predictor of project success is how our stakeholders

    feel about it. TAN GEN T!
  109. Biz Dev: Do Any of Us Know What We Are

    Doing? INSIDE SALES Discuss
  110. Biz Dev: Do Any of Us Know What We Are

    Doing? SALES TEAM
  111. Biz Dev is a team sport.

  112. Company-wide Biz Dev Goals

  113. Sales Goals TAN GEN T!

  114. Achievable Goals vs Aspirational Goals TAN GEN T!

  115. Biz Dev is everyones job.

  116. Building a Biz Dev team.

  117. The wrong hire.

  118. Two most important skills for Biz Dev person.

  119. Listening

  120. Writing

  121. COMMUNICATIONS DIRECTOR DIRECTOR OF BUSINESS DEVELOPMENT

  122. You will still be involved.

  123. None
  124. Biz Dev: Do Any of Us Know What We Are

    Doing? SALES TEAM Discuss
  125. Rob’s two basic rules for happiness in business:

  126. Life is too short to work with people you hate.

    Rob’s two basic rules for happiness in business: Rule 1:
  127. If you ever become annoyed by a client, it is

    only because you’re not charging them enough money. Life is too short to work with people you hate. Rob’s two basic rules for happiness in business: Rule 1: Rule 2:
  128. ALWAYS BE SELLING! Rob’s two THREE basic rules for happiness

    in business: Rule 3:
  129. Biz Dev Camp 2020 is coming in March.

  130. Keep in touch.

  131. Biz Dev: Do Any of Us Know What We Are

    Doing? ANYTHING GOES
  132. THANKS! @robertharr rob@heysparkbox.com