How Much Sales Is Involved With Business Development?

If you ask a group of people what they think business development is, you would most likely get a few different answers. There is even a chance that your own view of business development and sales may be used interchangeably.

Business development involves more of a strategic approach such as strategy, marketing, customer management, and partnerships; these activities encompass about 75%-80% of the approach, and sales about 20%-25%.

When I get asked the question, does business development have something to do with sales? Yes, it does. Is it related to business growth? Most definitely it does. Does it have anything to do with business strategy? There is a good chance it does.

Business development is a culmination of these different activities but most importantly, it’s all about shifting to the point of view of the client. This will provide you with that new perspective and will have you balance your efforts across these key activities that you and your client will both need and address. Whenever you conduct your business development efforts make sure to take the perspective from the client’s point of view and try to develop a deeper understanding of what their problem is. Realize that the client only cares about one thing and that’s their own group or company’s survival and the problem that they are facing. The client is only interested in you if they identify a need/problem or pain point that you can solve and provide a solution for it. It’s the kind of value that you can provide them that will enable them to consider your firm for the project.

If your firm’s approach is strictly from a sales perspective, generally, the economy of scale is to grow as large as you can. The strategy is to sell your product or service with a clear price and value directly to an identifiable individual client.

From a Business development perspective, the economy of scale is much smaller because the approach to your service is more strategic with the intent to create a partnership. It entails cultivating a relationship with the client and provide a service that could be more cyclical by working through existing partner infrastructures.

In my 14+ years of professional experience in management consulting, business development has been stretched to encompass a wider variety of activities with the intent to stay smaller in size. In its most traditional definition it is all about developing partnerships, which often includes some sales. Whereas, strictly sales are more transaction oriented where scalability is the differentiator.

How Research Tools Help in the Stock Market

Generally you do research on a topic on which you wish to possess extensive knowledge. Research in any field is done to acquire name, fame and the resultant monetary gains. As for the shares, the purpose of research is to do the profitable trades. When you know the basics of the market, develop confidence, you feel that the share trade has come to stay as part of your business activity, if not the sole activity, you feel that you must be versatile in the dynamics of the trade. Through the mass of many thousands of shares, you are required to select the few that will form part of your portfolio. This is a tough and voluminous job and the research tools will help to felicitate your work. The internet revolution has quickened the pace for collecting and arranging the data, as per the needs of the researcher. Ready software programs are available in the market, and they can be modified as per the requirements of the buyer. Computer is your indispensable and permanent research tool that helps you track the investments, update the portfolio and provide analysis and interpret the results of the trades.

Selecting the programs is part of the research. The internet revolution while adding to the comforts of the researcher/investor has created problems as well. The illicit programs can cause damage to the system painstakingly perfected by you. It is desirable to go for the reliable programs like CNET.com and ZDNet. They do proper check of the ratings and if you are convinced that they are good, it is wise to go ahead and download. The other packages are Quicken and Microsoft Money. These programs allow you to track your portfolio and give authentic financial information. They also give tips about investing and assist in duty of statutory obligation of tax preparation.

To make use of research tools that will help you understand the stock market and your personal investments, take time to see what programs work best for you. As noted, stock market research can be done with or without software programs. It all depends on how involved you want to get, and what it is you are looking for.

The research tool that which commands popularity amongst the researchers and brokers is the NASDAQ Dozen-the twelve easy steps to analyze a stock: The steps are,”50-Day Average Volume, Short-Term Price Movement, Long-Term Price Movement, Revenue, Earnings per Share (EPS), Net Income, Analyst Recommendations, 12-Month Price Target, Positive Earnings Surprises, Earnings Forecast, Industry Earnings and Industry Price-Earnings.”

The 12 factors are not part of the rocket science. You are not assured of success in the share trades by following these principles. But it is a worthy, scientific process that relates to the important technical and fundamental aspects of any stock. No investor’s decisions are perfect; so also no stock is perfect. Analyzing means you scrutinize the good and weak points of a stock. If the good qualities outweigh the weak points, the share is worth buying.

Here is another great research tool of the era. Trade and manage the portfolio through online. As you begin to operate through online, you will come to know about the latest financial tools and the processes of acquiring more and more knowledge to do trade. You gain confidence and perfection. Research will become the inseparable part of your trades in the exchange.

The other research tools that help in the stock market are articles on investments on the subject of diversification, planning, choosing a suitable broker, developing a portfolio, selecting the latest hot tips as per he prevailing market conditions, the unbiased advice from reliable sources, etc.

An investor in shares needs to check over-enthusiasm, and put money aside for contingencies. An emergency fund of about six month’s living expenses is desirable. You should not create a situation to sell your share abruptly, when the market is showing the upward trend.

Commercial Agents – Keys to Dominating Market Share and Sales Territory

As a commercial or retail property agent today, you have to dominate your local property market. The levels of enquiries and the types of enquiries coming from each and every listing need to be optimised. Any genuine enquiry should be converted clearly and effectively into the correct property.

So why is all this pressure applying today? The simple fact of the matter is that there are fewer enquiries around for every property that you take to market. The buyers of commercial property are still frustrated by the availability of finance. Any genuine enquiry you receive should be qualified and then converted as quickly as possible into the correct listing.

This also says that any overpriced listings are generally a waste of time unless the owner of the property is somewhat flexible to a price reduction down to the levels of current market activity. It should also be said that any price reduction should occur quickly at the commencement of the campaign as most enquiries only come in within the first three or four weeks of marketing commencement. After that time the property progressively becomes less interesting and attractive to the existing buyers.

So the marketing of commercial property today is more important than ever before. The experienced commercial agent has a high value in that process.

For the agent to dominate the commercial property market today, there are some rules to be followed and implemented. Here are some other main ones:

  1. Every listed property should have a signboard placed on it. Perception of market share is highly important in your local area. The more signboards you can have in your area, the better for your agency in market perception. Signboards still generate a lot of enquiry and have real impact in your local area.
  2. Quality marketing campaigns are the rule and not the exception today. Every exclusively listed property should be taken to the market through a comprehensive and selectively targeted process. This would normally involve the Internet, local businesses, local Property Investors, newspaper advertising, e-mail marketing, and direct contact or direct calls. This type of marketing campaign takes a serious amount of effort. On that basis, the campaign should only apply to exclusive listings over which you have full control for a reasonable amount of time.
  3. A vendor paid marketing campaign is essential. Every exclusive listing should have some form of vendor marketing. To assist you in selling this process to the client, you can have three marketing alternatives for the client to consider. Invariably most clients choose the middle level cost and recommendation.
  4. Keeping in contact with all the business owners locally is just so important today. Business owners and proprietors are the backbone of commercial property activity. Knowing their intentions to move, sell, buy, or rent are some critical parts of your market intelligence gathering.
  5. Identifying, locating, and contacting the owners of quality property in the local area will always be important. This process can take time given that the ownership identity and structure for a property is sometimes conveniently hidden inside a Property Trust or a Company ownership. Nevertheless, you still need to be implementing a process of contact with all the local property owners and investors.

The best agents know their market and constantly tap into it in a variety of ways and then record their findings. The agent with the largest database that is accurately maintained and up to date is usually the agent doing the deals today. They are the agent of choice. Is that you?

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