Proven Business Development / Sales process

Goal is to capture business contracts/opportunities that are a good fit for your organizations core competencies and maximize profitability.  The best place to start is by improving the existing sales process from beginning to end.  This section will briefly outline the process that I find works 100% of the time you work it!  Much of this comes from Sandler Sales Institute, various books and programs as well as personal experience.

Data Analytics:   Using big data to accurately gain visibility into the market and target real prospects.  The data collection process is time consuming but will yield results quicker than before because you will not be dealing with bad prospects or targets to begin with. 

Discovery

  • Identify goals and objectives
  • Understand why these goals are important and what are the drivers
  • Discovery for pain on said need (why you're there in the first place)
  • Questioning for root cause
  • Build business case
  • Identify all Stakeholders
  • Who has authority to say “yes”
  • What is the potential project?
  • Understand project funding
  • Understand technical/subject matter experts/resources needed
  • Understand funding/time/approval & decision making process
  • Understand “packaging” requirements (SDVO, 8a, diversity, other..)
  • Understand the competition and whom customer is engaged with or worked with in the past
  • Up front contract (Verbal agreement on what will happen next)
  • Yes/No decision:  (Internally, decide if this project/customer is one we can win or one we don't want)

Project Initiation

  • Purpose: Why are you doing this work? Describe the desired end result of this project.
  • Objectives: What specific outcomes, and how will you measure these outcomes?
  • Scope: What are the boundaries for this project (for example, type of work, type of client, type of problem, geographic area covered)
  • Deliverables: What will the project deliver as outputs? Where you can, describe deliverables as tangible items like reports, products, or services.
  • Constraints: What things must you take into consideration that will influence your deliverables and schedule?
  • Assumptions: What assumptions are you making at the start of the project?
  • Upfront Contract

Planning

  • Define SOW
  • Pull in required resources
  • Collect requirements
  • Communication Process/Call Schedule
  • Recruit Internal Resources
  • Identify Necessary Partners/Subcontractor Agreements
  • Manage Potential Risk
  • Develop project plan
  • Upfront Contract

Proposal Process

  • Requirements review
  • Determine a Price/Service Strategy
  • Determine partnerships, teaming agreements

Close the Deal

  • Review goals, business case
  • Review obstacles discussed
  • Review up-front contract from previous discussions (removes objections)
  • Review (upfront contract) before presentation
  • Present solution and close the deal at the end