Upgrade to Pro — share decks privately, control downloads, hide ads and more …

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

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.

Rob

February 06, 2020
Tweet

More Decks by Rob

Other Decks in Business

Transcript

  1. Rob Harr
    BUSINESS DEVELOPMENT:
    DO ANY OF US KNOW
    WHAT WE ARE DOING?
    @robertharr

    View full-size slide

  2. “Field of Dreams”
    Biz Dev Strategy.

    View full-size slide

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

    View full-size slide

  4. Business development
    is the game.

    View full-size slide

  5. Feeding the machine.

    View full-size slide

  6. $200K a week.

    View full-size slide

  7. Welcome to
    Owners Summit

    View full-size slide

  8. Bureau Oath.

    View full-size slide

  9. Biz Dev Accountability Group.

    View full-size slide

  10. Get up and sit with someone new.

    View full-size slide

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

    View full-size slide

  12. Rob Harr
    Dayton, OH
    Sparkbox
    Web Design & Dev Studio
    $7.5M
    Exam
    ple

    View full-size slide

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

    View full-size slide

  14. Biz Dev: Do Any of Us Know What We Are Doing?
    GROUND RULES

    View full-size slide

  15. I hated sales people.

    View full-size slide

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

    View full-size slide

  17. It always felt slimy.

    View full-size slide

  18. Biz Dev Golden Rule.

    View full-size slide

  19. I don’t ever want to do anything
    that if found out later I would not
    want someone to know.

    View full-size slide

  20. We do compete
    with each other.

    View full-size slide

  21. Topics
    Topic 1: New Prospects
    Topic 2: Proposals
    Topic 3: Inside Sales
    Topic 4: Sales Team

    View full-size slide

  22. I am going to encourage
    you to not talk about tools.

    View full-size slide

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

    View full-size slide

  24. There are no silver bullets.

    View full-size slide

  25. There is no “one way.”

    View full-size slide

  26. Timing is everything.

    View full-size slide

  27. People buy people,
    not process or brand.

    View full-size slide

  28. What are we selling?

    View full-size slide

  29. Trust.
    Business Development
    is about trust.

    View full-size slide

  30. Almost all of our new prospects are
    leaving a broken relationship.

    View full-size slide

  31. Passive prospecting
    vs
    Active prospecting

    View full-size slide

  32. Passive Prospecting
    Passsive

    View full-size slide

  33. Thought Leadership
    Passsive

    View full-size slide

  34. Case Studies
    Passsive

    View full-size slide

  35. Building Community
    Passsive

    View full-size slide

  36. Contact Form
    Passsive

    View full-size slide

  37. Active Prospecting
    Active

    View full-size slide

  38. Conferences
    Active

    View full-size slide

  39. Meet-ups
    Active

    View full-size slide

  40. Asking for Referrals
    Active

    View full-size slide

  41. Biz Dev Road Trips
    Active

    View full-size slide

  42. Fields of Dreams

    View full-size slide

  43. Short Term Medium Term Long Term

    View full-size slide

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

    View full-size slide

  45. Pipeline Size =
    6 months worth of
    revenue.
    TAN
    GEN
    T!

    View full-size slide

  46. Qualifying Leads

    View full-size slide

  47. Talk about money quickly.

    View full-size slide

  48. Ask about the previous vendor.

    View full-size slide

  49. Setting Client Expectations
    TAN
    GEN
    T!

    View full-size slide

  50. Research
    Vendors
    Vendor Selection Negotiation Project
    Expectations Set
    TAN
    GEN
    T!

    View full-size slide

  51. Research
    Vendors
    Vendor Selection Negotiation Project
    Expectations Set
    Expectations
    Managed
    TAN
    GEN
    T!

    View full-size slide

  52. Get on an airplane.

    View full-size slide

  53. Talking to the right prospects.

    View full-size slide

  54. Put out the right bait.

    View full-size slide

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

    View full-size slide

  56. Sell something small.

    View full-size slide

  57. Initial Engagements

    View full-size slide

  58. Initial Contact
    Discovery or
    Initial Engagement Build
    Proactive
    Improvement
    Biz Dev
    Ongoing work
    TAN
    GEN
    T!
    Project Manager

    View full-size slide

  59. More at bats.

    View full-size slide

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

    View full-size slide

  61. Biz Dev: Do Any of Us Know What We Are Doing?
    PROPOSALS

    View full-size slide

  62. Email Proposals

    View full-size slide

  63. I hate RFPs.

    View full-size slide

  64. You hate RFPs.

    View full-size slide

  65. The people who run
    RFPs hate them.

    View full-size slide

  66. RFPs are not going away.

    View full-size slide

  67. Play the game that exists.

    View full-size slide

  68. Companies do RFPs
    to reduce risk.

    View full-size slide

  69. Procurement Departments
    TAN
    GEN
    T!

    View full-size slide

  70. Break the RFP process.

    View full-size slide

  71. We have put a ton of work into
    getting good at RFPs and taking the
    suck out of them.

    View full-size slide

  72. Biggest win for 2019:
    Communications Team
    TAN
    GEN
    T!

    View full-size slide

  73. Get them talking.

    View full-size slide

  74. Group Improv

    View full-size slide

  75. You are still going to lose
    sometimes.

    View full-size slide

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

    View full-size slide

  77. Do you remember the day you
    stopped bidding scared and started
    asking for what you were worth?

    View full-size slide

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

    View full-size slide

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

    View full-size slide

  80. 75% of our revenue comes back
    from existing clients.

    View full-size slide

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

    View full-size slide

  82. Do great work.

    View full-size slide

  83. Talk to everyone.

    View full-size slide

  84. Make your point of
    contact look good.
    Others will line up.

    View full-size slide

  85. Become a connector.

    View full-size slide

  86. Strategy Meetings

    View full-size slide

  87. Visit existing clients at least
    once a year.

    View full-size slide

  88. Ask for introductions.

    View full-size slide

  89. Follow up with clients
    after projects.

    View full-size slide

  90. Averaging Zeros
    TAN
    GEN
    T!

    View full-size slide

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

    View full-size slide

  92. The best predictor of project
    success is how our
    stakeholders feel about it.
    TAN
    GEN
    T!

    View full-size slide

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

    View full-size slide

  94. Biz Dev: Do Any of Us Know What We Are Doing?
    SALES TEAM

    View full-size slide

  95. Biz Dev is a team sport.

    View full-size slide

  96. Company-wide Biz Dev Goals

    View full-size slide

  97. Sales Goals
    TAN
    GEN
    T!

    View full-size slide

  98. Achievable Goals
    vs
    Aspirational Goals
    TAN
    GEN
    T!

    View full-size slide

  99. Biz Dev is everyones job.

    View full-size slide

  100. Building a Biz Dev team.

    View full-size slide

  101. The wrong hire.

    View full-size slide

  102. Two most important
    skills for Biz Dev person.

    View full-size slide

  103. COMMUNICATIONS
    DIRECTOR
    DIRECTOR OF BUSINESS
    DEVELOPMENT

    View full-size slide

  104. You will still be involved.

    View full-size slide

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

    View full-size slide

  106. Rob’s two basic rules for
    happiness in business:

    View full-size slide

  107. Life is too short to work with people
    you hate.
    Rob’s two basic rules for
    happiness in business:
    Rule 1:

    View full-size slide

  108. 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:

    View full-size slide

  109. ALWAYS BE SELLING!
    Rob’s two THREE basic rules for
    happiness in business:
    Rule 3:

    View full-size slide

  110. Biz Dev Camp 2020 is
    coming in March.

    View full-size slide

  111. Keep in touch.

    View full-size slide

  112. Biz Dev: Do Any of Us Know What We Are Doing?
    ANYTHING
    GOES

    View full-size slide