Business Development Requires a Multitude of Skills

Business development is one of the functions that every company, from inception to exit, performs at one time or another. It’s also one of the most “unbounded” roles within a company. For some companies, business development means acquiring new customers. Others, it means raising capital. And, for yet another set of people, it means to build alliances and partnerships.

Whatever the term ultimately means to anyone, it is a function that clearly requires a multitude of skills. Let’s take for example, raising money. A business development person in a small startup company would be responsible for building relationships to raise venture capital and/or general financing for startup operations. Oftentimes, the reason this function falls under business development is because the business developer is building strategic partner relationships. Some of these strategic partners deem the relationship critical to grow new business opportunities. In that respect, the strategic partner will then invest money in return for an equity stake in the startup company.

In the case of building and managing partnerships, the business development team is often called Alliances. In this example, business development or Alliance is responsible for recruiting, managing, and supporting partner companies. In addition to this, the Alliances organization would also have a responsibility for driving a certain amount of revenue through the partners, as well. This alliance function essentially builds a core ecosystem around the host company. The ecosystem effectively allows the host company to be in more markets, capture certain geographic territories, or even drive more revenue than it could on its own.

Building joint ventures is also a form of business development activity. There are times when a company needs to work together on a specific business opportunity. The opportunity could be related to driving new business in a specific country or perhaps in a particular industry. The two companies would develop an operating agreement under which they will work together. Shared revenue and expenses, team alignment and sales targets are examples of agreements created as part of this joint venture relationship.

Driving sales is another function where business development is often categorized. This is especially true when a company is first starting off in business. Many small companies categorize their sales efforts as business development rather than sales. One of the reasons for this is because the territory is new or perhaps the product line is untested with customers. The business development group is responsible then for selling new business in an uncharted environment.

Corporate development is another function often interrelated with business development. In general, though, a corporate development function handles aspects of mergers and acquisitions for a company. Their role is to identify companies that have synergistic business models and would complement the host company. In many aspects, a corporate development officer for a company has similar skill sets and experience as all of the above organizational roles.

As one can ascertain, business development is a “catch-all” term that can encompass many different roles within an organization. That said, the skill set and experience for a business development executive is fairly broad. He/she must be versed in areas, such as building partnerships, strategy, technology, geographic markets, sales, and, of course, finance. In addition, understanding the specific industry in which the company operates is icing on the proverbial cake.

The business development executive is a key contributor to the success of a company. This individual, if used properly, can help create the very foundation on which a company operates.

5 Business Development Don’ts

5 Business Development Don’ts

In my over 25 years experience in business development for Financial institutions, IT enterprises, Law Firms and Medical Practices there is an unfortunate, common repetitive pattern/tendency that costs unnecessary money and reduces efficiencies considerably.

This tendency can simply be defined as “unproductive” business development practices. While it can be stated simply it is NOT a straightforward problem in the least. Not appropriately, consistently and diligently creating and implementing a business development plan can and does cause significant financial and productive leakages to a business entity. For a small or growing company, business or practice, such a business development oversight can and often is very detrimental in many ways.

I have identified 5 of the most common unproductive business development practices. I hope that, if you can identify any or all of these within your business entity, you recognize the red flag and take heed.

The 5 Major Business Development Don’ts are the Following:

1) Don’t Randomly Advertise. Sounds weird, but it is NOT. One of the most common mistakes and seemingly harmless ones is to advertise a company, product or service without a clear target.

Unless you are a large entity, advertising expenditures should be seriously confined for specific targeted campaigns. Brand recognition advertising for smaller and or new practices is NOT an optimum use of resources.

2) Don’t Just “Get” Business- Instead Get the Right Business.

A common mistake in small to medium size companies is to “accept” any client even if the fit is not perfect, i.e. a client project that is not cost effective or a “difficult problematic client” or a client whose request is out of the range of expertise.

This can be a seemingly difficult situation, especially, if there are cash flow issues within a company. However, ultimately, saying no to these clients is the most cost effective solution.

3) Don’t Leave Your Business Growth to “Chance”

Many small businesses and medical practices get “caught up” in servicing clients when ample clientele is at hand, thus, ignoring future business needs. For small to medium size businesses this is one of the major causes of cash- flow problems. There should always be a consistent everyday effort to bring in new clients. This ensures a constant source of new clients as they progress through the customer life cycle.

4) Don’t Ignore Your Previous Clients

One of the biggest sources of potential revenue for any business, medical practice or law firm is satisfied past clients. There are three ways that these clients can generate new revenue for a business: firstly, by cross-selling other products or services that are complementary to what they bought last time; secondly, by up-selling services or products that enhance their growth or customer satisfaction; thirdly, referrals. Satisfied customers are one of the greatest sources of new business. However, in order for this to be successful you must cultivate a “relationship” with your clients via warm calling, holiday cards, emails, gift certificates etc and you must ASK! Previous Clients are the quickest most effective way to gain new clients… do not ignore this financial resource at your fingertip!

5) Don’t Confuse Business Development/Sales/Marketing

Sales and Marketing are quite distinct from Business Development. Simply put Sales represents the completion of a client prospecting stage, Marketing is the means to communicate value and awareness of a product or service, while Business Development represents the holistic/big picture for business growth. More specifically, business development concerns the tasks, processes and preparation for business/opportunity growth. Business Development is in essence the means to obtain the plan and targeting for growth. Having this plan/bigger picture helps to refine the client/service/product penetration and thus expedites and streamlines the sales and marketing efforts.

Ironically, most sophisticated and large companies have well funded business development departments, however, it is the start-ups, small and medium size enterprises that actually need a business development team or process the most.

It is my sincere expectation and desire that should you identify any of these “red flags” in your business it will start a thinking process and adjustment of your entity’s activities and strategies.

Tired of Stock Market Losses? 3 Tips to Know When to Get Out of the Market

Tired of seeing losses in your investments? Ever sell at the bottom? Do you wish you could’ve gotten out sooner? Let’s face it. Most of us are terrible at timing the market. But that shouldn’t be an excuse to head for the hills. Wouldn’t it make more sense to know when not to be involved in the market, and more importantly, when you should get back in? Picking when to enter into the market can be just as important as what you pick.

Of course, it may seem easier to avoid the market altogether by just investing in bonds or real estate. But getting out of the market forever is not necessarily the best thing to do. After all, the stock market has outperformed the bond market and real estate over the long term. And the most likely way for us to fulfill our investment plans is by getting the highest possible returns necessary without too much risk.

Besides, unless another investment vehicle becomes a better reflection of economic growth like the stock market, I am afraid we are stuck in investing in the market in order to get better returns in good times and bad. Or are we?

Knowing when to get in

While I have earlier suggested what investments we should focus on, we didn’t discuss when it’s a good time to buy. And that’s very important to know. Think about it. Do you just go out and buy a car any day? No, you wait for a sale or go at the end of the month when the dealers need to make their sales quota. How about clothes? Again, most wait for a sale. This is the same concept you should have with investing in mutual funds, ETFs or stocks. You wait for a sale. Here are 3 indicators I use that can help me determine when the market on “sale.”

Indicator #1: The economy

Unfortunately, “red hot sales” in the market are more or less dependent on economic growth. For example if we expect an economic slowdown over the next 6 months or longer, the stock market will most likely sell off. Why? An economic slowdown means most companies will grow less. Would you pay more for a stock in a company that will grow less? Not me!

So, one indicator to let us know whether we may want stay in the market is to ask ourselves if the economy is going to grow, to slow or to maintain its current course. To figure this answer out, you could talk with your broker or read some monthly finance magazines. Magazines like Money, Forbes or Klinger’s will have columnists dedicated to writing a one pager discussing the economic outlook. Remember, don’t make this complicated. You are just looking for a couple of professional opinions, so you can make your informed decision.

Unfortunately, looking at the economy is not good enough, since this is a very slow and vague indicator of how to handle our money. I think we can do better…

Indicator #2: Market Volatility

There is an old Wall Street adage: Stocks tend to sell off 3 to 4 times faster than they climb. Why? There are many people who already own stocks who need to get out, and are looking for buyers. No one wants to be the first one to buy when a stock or the market seems to be in trouble. Would you? So stocks fall faster than they rise.

When stocks sell off faster, volatility (which is a fancy word for measuring how much a stock’s price moves) increases. When the entire stock market sells off, the volatility across many stocks start to rise. To help see this increase in volatility across the board more clearly, volatility indicators, like the put/call ratio and the VIX, were created and can be tracked much like an index.

Here’s how it works. If the market has sold off recently, I would see a rise in the VIX index. The more the market goes down, the higher the VIX indicator climbs, just like playing on a seesaw when you were a kid. When the VIX rises to a certain point, I exit the market. I make it that simple! In my guide, I go through an example using the VIX and show specific points and strategy I use to get in and get of the market. Obviously, my timing is not perfect, but I also miss long term corrections too!

While this is a good and clear indicator, it only works when the markets get more volatile. What if you want to get in the market when it is calm or starting to rise? There are shorter term indicators that can be used.

Indicator #3: Technical Analysis

Technical Analysis is just looking at your stock’s price and volume movements on a graph, and then drawing a conclusion. It basically tries to predict future price movements from previous price movements. For example, let’s say if the stock market had a big run up or just has experienced a big sell off, you can use a technical indicator to help you determine if or when the stock market may turn around.

Unfortunately, there are literally dozens of indicators to learn, none of them work perfectly and it takes time and commitment for you to master. But for me, I do my best to focus just on combining just a few long term indicators discussed in my guide. While there is no panacea to which technical indicators work best, I found that using a combination of few indicators proves to be better than the alternative of just simply guessing when to get in or out of my positions. Many discount brokers will also offer their clients free education to help them out.

Putting it altogether

By taking a look at the overall health of the economy, a few volatility indicators and some technical analysis, I am able to better determine when to get out of my positions. In fact, I use the combination of all three. It may not be perfect, but following each approach has really helped me determine when the market goes on sale or when it’s time to get back in.

The next time you decide to get into an ETF or a stock, first ask yourself at what point should get in. If the answer is “because it feels right,” think about better ways to make that decision. And as always, have a stop program to make sure small losses don’t become catastrophes. The best investors in the world tend to be better because they not only know what to get into, but often when. Become a better investor!

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