{"id":2514,"date":"2023-02-24T01:31:00","date_gmt":"2023-02-23T17:31:00","guid":{"rendered":"https:\/\/tomwatkin.com\/?p=2514"},"modified":"2023-04-05T16:41:25","modified_gmt":"2023-04-05T08:41:25","slug":"quickly-improve-business-development","status":"publish","type":"post","link":"https:\/\/tomwatkin.com\/?p=2514","title":{"rendered":"Five Ways to Quickly Improve Your Business Development"},"content":{"rendered":"\n<p>Entering a role where you must quickly improve your business development needs a particular approach. If the time you would usually spend assessing your market and planning your approach isn&#8217;t available don&#8217;t despair. You can still quickly improve your business development and implement a long term system at the same time. First, try negotiating some time with the leadership to allow for a proper assessment of the situation. If this is not possible, here are a few suggested actions to help you hit the ground running.<\/p>\n\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button aligncenter is-style-fill\"><a class=\"wp-block-button__link has-vivid-red-background-color has-background wp-element-button\" href=\"https:\/\/tomwatkin.com\/?page_id=2365\" style=\"border-radius:5px\"><strong>Scale Revenue Without Doing Sales:<\/strong> <strong>Get Your Guide<\/strong><\/a><\/div>\n<\/div>\n\n\n\n<p class=\"has-white-color has-text-color\">Improve your business development<\/p>\n\n\n\n<p>Undertaking the following five activities as a priority, while working through the <em>triple A framework<\/em> in parallel let&#8217;s you make ground fast. Implementing an adaptive feedback loop is crucial here. Information gleaned from customer discussions  must be fed back into the assessing and planning loop. Future actions can then be adapted accordingly.<\/p>\n\n\n\n<p>Think of it as a repeatable cycle. Talk to customers-learn-feedback-adjust. Repeat.  <\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full is-resized\"><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" src=\"https:\/\/i0.wp.com\/tomwatkin.com\/wp-content\/uploads\/2022\/10\/brett-jordan-MHS7g_q-6mE-unsplash.jpg?resize=443%2C332&#038;ssl=1\" alt=\"\" class=\"wp-image-2871\" width=\"443\" height=\"332\" srcset=\"https:\/\/i0.wp.com\/tomwatkin.com\/wp-content\/uploads\/2022\/10\/brett-jordan-MHS7g_q-6mE-unsplash.jpg?w=591&amp;ssl=1 591w, https:\/\/i0.wp.com\/tomwatkin.com\/wp-content\/uploads\/2022\/10\/brett-jordan-MHS7g_q-6mE-unsplash.jpg?resize=300%2C225&amp;ssl=1 300w\" sizes=\"auto, (max-width: 443px) 100vw, 443px\" \/><\/figure>\n<\/div>\n\n\n<h2 class=\"wp-block-heading\">1. Develop the profile of your ideal customer<\/h2>\n\n\n\n<p>Before you do anything create a profile for your ideal customer. What are the attributes that are most important to you.  Asking a series of questions like the following will help create your profile:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Which industry does the company operate within?<\/li>\n\n\n\n<li>What size staff and annual turnover do they have?<\/li>\n\n\n\n<li>What work do they focus on?<\/li>\n\n\n\n<li>Are there specific products or services they need to be successful?<\/li>\n\n\n\n<li>What sort of people work there?<\/li>\n\n\n\n<li>Where are they located?<\/li>\n\n\n\n<li>How much will they spend on your product or service?<\/li>\n\n\n\n<li>Who are the decision makers around implementing your products or services?<\/li>\n\n\n\n<li>Who controls their budgets?<\/li>\n<\/ul>\n\n\n\n<p>Generating this profile gives you a good indication of which customers to pursue first. Taking the opportunity to adjust this following customer and stakeholder discussions is a good way to keep the profile on point.<\/p>\n\n\n\n<p>If you are not sure where to start: <em>&#8220;Mine the Gold you Have&#8221;<\/em> and begin by profiling your current number one customer.<\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full is-resized\"><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" src=\"https:\/\/i0.wp.com\/tomwatkin.com\/wp-content\/uploads\/2022\/10\/piret-ilver-98MbUldcDJY-unsplash.jpg?resize=470%2C314&#038;ssl=1\" alt=\"\" class=\"wp-image-2873\" width=\"470\" height=\"314\" srcset=\"https:\/\/i0.wp.com\/tomwatkin.com\/wp-content\/uploads\/2022\/10\/piret-ilver-98MbUldcDJY-unsplash.jpg?w=626&amp;ssl=1 626w, https:\/\/i0.wp.com\/tomwatkin.com\/wp-content\/uploads\/2022\/10\/piret-ilver-98MbUldcDJY-unsplash.jpg?resize=300%2C200&amp;ssl=1 300w\" sizes=\"auto, (max-width: 470px) 100vw, 470px\" \/><figcaption class=\"wp-element-caption\">Generating a customer matrix lets you weigh up (prioritize) your customers<\/figcaption><\/figure>\n<\/div>\n\n\n<h2 class=\"wp-block-heading\">2. Create a Customer Matrix <\/h2>\n\n\n\n<p>Following the creation of your ideal customer profile sketch out a rough customer matrix. Include your top current customers and a handful of priority targets, all with a burning need for your company offering. Rate each customer against the attributes of the ideal customer profile to generate a matrix. Viewing the matrix gives clear priorities for contact and pursuit. <\/p>\n\n\n\n<p>For more information on the creation of a customer matrix visit my post on the subject <a href=\"https:\/\/tomwatkin.com\/?p=725\">here<\/a>.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">3. Implement a preliminary tactical action plan<\/h2>\n\n\n\n<p>Now you have a clear understanding of your initial priorities it&#8217;s time to convert to immediate action. Identify key personnel within each priority customer, and feed them into a simple tactical action plan. Assigning each entry a due date, action and contact person to start with. <\/p>\n\n\n\n<p>Then start making contact, email, phone, meet up. Get out into the market.<\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full is-resized\"><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" src=\"https:\/\/i0.wp.com\/tomwatkin.com\/wp-content\/uploads\/2022\/10\/linkedin-sales-solutions-46bom4lObsA-unsplash.jpg?resize=470%2C314&#038;ssl=1\" alt=\"\" class=\"wp-image-2872\" width=\"470\" height=\"314\" srcset=\"https:\/\/i0.wp.com\/tomwatkin.com\/wp-content\/uploads\/2022\/10\/linkedin-sales-solutions-46bom4lObsA-unsplash.jpg?w=626&amp;ssl=1 626w, https:\/\/i0.wp.com\/tomwatkin.com\/wp-content\/uploads\/2022\/10\/linkedin-sales-solutions-46bom4lObsA-unsplash.jpg?resize=300%2C200&amp;ssl=1 300w\" sizes=\"auto, (max-width: 470px) 100vw, 470px\" \/><figcaption class=\"wp-element-caption\">Make meeting your customers a priority<\/figcaption><\/figure>\n<\/div>\n\n\n<h2 class=\"wp-block-heading\">4. Meet existing customers to ask for feedback on past performance<\/h2>\n\n\n\n<p class=\"has-black-color has-text-color\">Using the actions from your preliminary tactical action plan is a great way to quickly improve your business development. However, your number one priority is to meet your top existing customers.  Email them straight away asking if you can meet and get some feedback. Getting honest feedback on why they buy from you, what works, and what doesn\u2019t should be an immediate priority. Of course, make sure to loop this information back into the assess phase of the<em> triple A framework<\/em> and to the relevant internal stakeholders within your business.<\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full is-resized\"><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" src=\"https:\/\/i0.wp.com\/tomwatkin.com\/wp-content\/uploads\/2022\/06\/Tom-Watkin-21-02.jpg?resize=317%2C464&#038;ssl=1\" alt=\"\" class=\"wp-image-1533\" width=\"317\" height=\"464\" srcset=\"https:\/\/i0.wp.com\/tomwatkin.com\/wp-content\/uploads\/2022\/06\/Tom-Watkin-21-02.jpg?w=422&amp;ssl=1 422w, https:\/\/i0.wp.com\/tomwatkin.com\/wp-content\/uploads\/2022\/06\/Tom-Watkin-21-02.jpg?resize=205%2C300&amp;ssl=1 205w\" sizes=\"auto, (max-width: 317px) 100vw, 317px\" \/><figcaption class=\"wp-element-caption\">Maintain discipline around the systematic sales path<\/figcaption><\/figure>\n<\/div>\n\n\n<h2 class=\"wp-block-heading\">5. Implement the systematic sales path<\/h2>\n\n\n\n<p> Start as you mean to continue and align your activity to the <a href=\"https:\/\/tomwatkin.com\/?p=1148\">\u201cSystematic Sales Path\u201d<\/a>. Discipline around this now will make things much easier as you become busier. It allows each lead and opportunity to have the best chance of success and prevents any being missed. In addition be disciplined in keeping the tactical action plan updated and live.<\/p>\n\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button aligncenter is-style-fill\"><a class=\"wp-block-button__link has-vivid-red-background-color has-background wp-element-button\" href=\"https:\/\/www.eventbrite.com.au\/e\/starting-your-business-development-journey-tickets-547268333317\" style=\"border-radius:5px\"><strong>My Live Revenue Growth Workshop Goes Live: 9th March<\/strong><\/a><\/div>\n<\/div>\n\n\n\n<h2 class=\"wp-block-heading\">Constantly Adapt to Win<\/h2>\n\n\n\n<p class=\"has-black-color has-text-color\">Finally accept the fact that you are going to have to continually adapt and refine your tactical action plan, at least in the beginning.  As you work through the <em>triple A framework<\/em> (in parallel with your immediate actions), keep your findings and output from both the framework and your meetings feeding into your assessment, planning and future action.<\/p>\n\n\n\n<p>While the above actions let you hit the ground running, make sure to spend time on the <em>assessing<\/em> your company and sales ecosystem and <em>aiming<\/em> your future effort  in line with the <em>triple A framework <\/em>stages to keep up with long-term direction and focus. Combining the short term immediate actions with the longer term work will really set you up for future success.<\/p>\n\n\n\n<p>If you do find yourself dropped into a position where immediate business development success is crucial consider using the above to really start making impact.<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">Business Development Success<\/p>\n\n\n\n<p>Are looking to begin your Business Development journey but are not quite sure where to start? Download my guide to scaling your revenues in 10 days. This gives you 10 days of achievable action to set you on the right path.<\/p>\n\n\n\n\n\n<p>For a definition of business development you can check out <a href=\"https:\/\/tomwatkin.com\/?p=2522\">my take in this post here<\/a>.<\/p>\n\n\n\n<p>For a simple yet comprehensive framework to base your business development activity around I recommend checking out my new book <em>Business Development Begins Here<\/em>. It is available to order on <a href=\"https:\/\/www.amazon.com\/Business-Development-Begins-Here-Watkin\/dp\/1646637844\/ref=sr_1_1?crid=3ATJBL5WCKGU3&amp;keywords=Business+Development+Begins+Here+by+Tom+Watkin&amp;qid=1659968722&amp;s=books&amp;sprefix=business+development+begins+here+by+tom+watkin%2Cstripbooks%2C49&amp;sr=1-1\">Amazon<\/a>. Visit the link to reserve your copy now.<\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full is-resized\"><a href=\"https:\/\/www.amazon.com\/Business-Development-Begins-Here-Watkin\/dp\/1646637844\/ref=sr_1_1?crid=3ATJBL5WCKGU3&amp;keywords=Business+Development+Begins+Here+by+Tom+Watkin&amp;qid=1659968722&amp;s=books&amp;sprefix=business+development+begins+here+by+tom+watkin%2Cstripbooks%2C49&amp;sr=1-1\"><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" src=\"https:\/\/i0.wp.com\/tomwatkin.com\/wp-content\/uploads\/2022\/09\/mockup-of-a-paperback-book-on-a-dark-color-metal-surface-3416-el1_small.jpg?resize=470%2C314&#038;ssl=1\" alt=\"\" class=\"wp-image-2616\" width=\"470\" height=\"314\" srcset=\"https:\/\/i0.wp.com\/tomwatkin.com\/wp-content\/uploads\/2022\/09\/mockup-of-a-paperback-book-on-a-dark-color-metal-surface-3416-el1_small.jpg?w=626&amp;ssl=1 626w, https:\/\/i0.wp.com\/tomwatkin.com\/wp-content\/uploads\/2022\/09\/mockup-of-a-paperback-book-on-a-dark-color-metal-surface-3416-el1_small.jpg?resize=300%2C200&amp;ssl=1 300w\" sizes=\"auto, (max-width: 470px) 100vw, 470px\" \/><\/a><figcaption class=\"wp-element-caption\">Order your copy now!<\/figcaption><\/figure>\n<\/div>\n\n\n<p class=\"has-white-color has-text-color\">N<\/p>\n\n\n\n<p>If you want a more proactive and personal approach to your business development I am available to help. Through face to face video calls I&#8217;ll set you on the right path and keep you accountable to future activity. I currently have space on my 1on1 personalized coaching and advisory program. To learn more click the button below.<\/p>\n\n\n\n<div class=\"wp-block-buttons is-content-justification-center is-layout-flex wp-container-core-buttons-is-layout-16018d1d wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link has-vivid-red-background-color has-background wp-element-button\" href=\"https:\/\/tomwatkin.com\/?page_id=3634\"><strong>Revenue Growth Coaching<\/strong><\/a><\/div>\n<\/div>\n\n\n\n<p><br>\u2003<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Entering a role where you must quickly improve your business development needs a particular approach. If the time you would &hellip; <\/p>\n<p class=\"more-link-wrap\"><a href=\"https:\/\/tomwatkin.com\/?p=2514\" class=\"more-link\">MORE +<\/a><\/p>\n","protected":false},"author":1,"featured_media":2870,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"nf_dc_page":"","_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[1],"tags":[13,49,3,26,22],"class_list":["post-2514","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized","tag-action","tag-action-phase","tag-business-development","tag-strategy","tag-triple-a-framework","featured-image-below","featured-image-size-"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Five Ways to Quickly Improve Your Business Development<\/title>\n<meta name=\"description\" content=\"Do you need to quickly improve your business development? 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