Having a Spotter in Business Development

I recently watched Mark Wahlberg’s movie Shooter “again”. I really love this movie! In the movie Shooter, actor Mark Wahlberg’s character is a sniper and he lost his spotter. He died in a maneuver that went wrong. This spotter was the sniper’s good friend and military comrade. So, he recruited actor Mike Pena as his new spotter.

The movie reminds me of business development. You know, in business development, you really should not go it alone. There should be a business development team. The team would be responsible for finding new business opportunities, pitching the company’s products and services to ideal prospects, attending pre-bid meetings, attending trade conferences, drafting bid proposals, and attending competitive interviews for short-listed vendors that have responded to solicitations for bids.

For any one deal you are going after, it would be neat to have a spotter. In business development, it would be neat to have a spotter to tell you what is out there with respect to business competitive intelligence.

The spotter was the sniper’s look out man and he would advise the sniper by calling out sayings such as:

You’ve gotta get out of there!
Incoming… 2 o’clock!
They’re right in front of you!
They’re all over the place!

Not to make light of military maneuvers, but it would be really cool to have folks looking out for you in a similar way in business development settings like government agency pre-bid meetings or competitive pitch interviews. Your spotters could tell you what the prospects’ staff and what your competition is up to. This is known as competitive intelligence. If you are in there alone, you may miss out on what others hear and see with respect to business and development and business competitive intelligence.

In the Mark Wahlberg movie Shooter, my favorite line in the movie is when an elderly, retired sniper says:

“The world ain’t what it seems. The minute you think you got it figured, you’re wrong!”.

This is precisely why it is extremely important to have a business development team. The more intelligence you can gather about who your competition is, what your competition is saying and doing, what your competition is likely to do, the better you’ll be able to figure things out. Even if you cannot afford to hire someone full time, consider paying a consultant to show up and give you feedback on what she is hearing and seeing.

By Clovia Hamilton, MBA JD – President

Lemongrass Consulting Inc.

Commercial Agents – Build Your Commercial Property Business on Cold Call Prospecting

In commercial and retail real estate, the cold calling process is quite important to building your market share. Many agents and salespeople struggle with the cold calling process and the necessary mindset to make it work. In the end they will avoid making cold calls at every opportunity. That then produces a slower growth of market share and territory development.

You have a choice to consider and a process to develop. Consider the following ideas.

  • If you want to build your market share and achieve a greater number of quality listings, then the best way to do it is through a defined prospecting process including a daily cold calling effort. Over time these processes will build new leads and opportunities. The system really does work, however it does require specific focus and diligence on a personal basis.
  • When you start off in the industry, you really have no prospects to talk to other than the people and businesses you find in the telephone book. That is a good place to start; contact all the local businesses in a systematic way. From that point you can then contact specific property owners and large local businesses.

You will need some form of simple database to record your findings and activities when you get prospecting up and going for you. Initially you can use a simple contact address book system that allows you to take sufficient notes with the people that you speak to. When you are ready, you can export this information to a more comprehensive database that you purchase at a later time.

Only purchase the database software that you know will work for you; study the alternatives that are available and test them out.

So when it comes to this prospecting model, you can make excuses or you can take definitive action. You cannot do both in prospecting. Here are some tips to make the system work for you.

  1. Develop the mindset to support the process. When you make the calls, you are simply seeking to understand if the person has a need or an interest in commercial real estate. The initial call is a questioning process and not a pitch. Create a conversation with the people that you call.
  2. Build prospecting and calling time into your diary on a daily basis. Consider the best time of day you to reach the segments of prospects that you would normally talk to. Your choice of time really comes down to the property type, the local area, and the way in which you do business.
  3. Practice your telephone approach. Given that most of the people you call will not have heard from you before, the initial telephone call should be a simple introduction and questioning process surrounding their interest and activities in commercial property. There is no point in having a pitch based around your services, as that can come later when and if you meet with the qualified prospects. Further to that concept, pitching over the telephone is really difficult and a special skill. You really do not know if they have a need or an interest in commercial property so ask questions first.
  4. Not everyone wants to talk to you when you make the first call. So don’t get offended if they push you away or will not talk to you. Forcing a conversation where it is not required or warranted is unnecessary. It is far easier to move on to the next telephone call and the next opportunity with someone else.
  5. Keep the process moving on in a positive way, and track your ratios. You will find over time that your ratios of call conversions to meetings will improve. As you track your ratios, you will see this change and hence you can develop further confidence in the process.

Success and call confidence takes about one month of persistence in making calls. Every day you will find simple examples of better conversions. Your confidence will build and your meetings will start to occur. If you want to fast track the results you are achieving, start practicing your telephone conversations in a role playing effort with a friend.

How to Become a Business Development Executive?

A business development executive (BDE) plays an imperative role in the growth of a company. It is the job of a BDE to promote the product/service segment of the company. At some organisations, business development executives are also called sales executives. If you want to build a career as a business development executive, below career guide would ease your journey.

Some of the duties of a business development executive-
1) As a BDE, you would need to frequently interact with potential clients to establish new business relations.
2) It is the job of an executive to do market analysis. On the basis of these market reports, business strategies would be formulated.

Required education & qualifications
The stream in which you have completed your graduation doesn’t play a crucial role because students from all fields can apply for the job. Moreover, top-notch companies prefer to hire candidates who know two or more foreign languages. In fact, this is a kind of job where your soft skills would be more beneficial than your academic qualifications & degree.

It is advised to gain some good work experience in finance and management by pursuing a business-related course. If you want to work in a technical company then it is important to have some good technical background and sales experience in a particular field.

Some crucial skills
1) Excellent business knowledge
2) Good communication skills
3) Learner
4) Negotiable skills
5) Team player
6) Analytical ability

Scope of business development executive jobs
In the near future, there would be a great rise in the number of BDE job positions, especially in fast developing fields like online commerce and pharma. As more and more companies are vying for the online space, there would be a huge demand of business development executives who can help a company in expanding its online business.

The package
Typically, the salary structure of a business development executive includes basic pay and commission. The basic salary of a BDE can vary anywhere between Rs 2-3 lakh/annum. If you hit the target then you will also earn commission and incentives.

Where to look for BDE jobs in India?
The jobs are available throughout the country. However, there are few Indian cities, like Delhi, Gurgaon, Mumbai, Chandigarh, Bangalore, Chennai and Pune, where you can find booming job opportunities in diversified sectors. Various top-notch companies have opened their offices in these cities and therefore, there is a high demand of BDE in these areas.

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