Who does business development in your organisation?
Who keeps their eye out for opportunities? Who looks for new leads?
The answer should be everyone! Every single member of the team, in every department, from the CEO to the newest intern.
With every call, your team can make an impression. With every contact they represent the brand. With every interaction there is the potential to generate a lead or delight a client.
Whilst Marketing, Sales and Business Development teams will drive lead generation and sales, in the most successful companies there is a business development mindset that is shared by the whole organisation.
While other team members may not have a defined role in business development, companies should ensure that all employees are aware of how to identify potential business development opportunities.
Otherwise you may miss opportunities. Your sales teams can only do so much. They may only have the opportunity to speak to an existing client every few months. Whereas other members of your team may be talking to a client on a weekly basis.
This doesn’t mean that your employees should be consistently pushing new products and services to their clients. Neither does it mean that everyone in your team needs to be a salesman.
Team members simply need to ask themselves;
- How can I delight the client so that they stay a loyal customer and recommend us to others?
- Does the client have any other needs or challenges our company could help them with?
- Are there any other services or products that I, or my colleagues in other parts of the business, offer that may be of value to this client?
To fully optimise every opportunity and truly delight clients every member of the team must understand the firm’s outlook on business development.
So, does your company have a business development mindset?
As well as delivering specialist courses for your business development teams, we can also design a cultural change programme to embed a business development mindset across your organisation.
To learn more about our business development and cultural change programmes please email firstname.lastname@example.org or call 01280 820 780.