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Strategy and Tools for Sustained Business Development

How to create a value proposition (Infographic)

Posted by Martin Harshberger

Aug 16, 2017 2:52:04 PM

Let's assume that the vast majority of your market is being served by someone. Either you or a competitor.

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Topics: Business development

Why do some companies succeed at Business Development while others under-perform?

Posted by Martin Harshberger

Aug 14, 2017 5:20:42 PM

Why is developing sustained value so tough to achieve for so many organizations?

High growth firms have been studied by the SBA, academia, and business leaders.

There are clear answers to the questions of why some companies grow at accelerated levels and sustain their value over time,  while the majority don't.

 
The information is available to anyone that's interested. 
 
So why aren't more of us putting the information to use?
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Topics: Strategic planning, Business development

Reasons many companies fail to execute strategy. (Infographic)

Posted by Martin Harshberger

Jun 19, 2017 4:14:47 PM

Did you ever wonder why statistics tell us that most 90% of organizations who have a documented strategy fail to execute?

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Topics: Strategic planning

How not to increase your marketing ROI (Infographic)

Posted by Martin Harshberger

Jun 12, 2017 5:08:21 PM

Marketing  is often seen as a function that's separate from the other departments in a company.  That attitude is one sure way to insure it will be ineffective. Below are seven more reasons.

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Topics: Business development

Is your marketing strategy compelling enough not to sell on price?

Posted by Martin Harshberger

Jun 9, 2017 3:18:23 PM

How many times have you been forced to discount your products or services in order to close a sale?
 
This practice can become especially costly at the end of a month or quarter.
 
Unless you are able to reduce costs in line with your price adjustments this policy can be the route to failure.
 
I've seen too many companies forced to sell on price when they aren't the low cost provider. Why does that happen and how do you prevent it from happening to your organization?
 
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Topics: Sales strategy

Is Your Company Really Ready for Business Development?

Posted by Martin Harshberger

Apr 20, 2017 3:42:15 PM

I’m curious what’s going to happen if, and when we move a significant percentage of manufacturing jobs back to the United States. I agree with most Americans that creating more good paying jobs is a win / win for workers and the economy.

My experience of working with numerous and varied employers in the Greater Memphis area has caused me to think that finding employees may not be as easy as we think.

One client recently raised his starting pay to try and attract a broader pool of applicants to choose from. He used one of the on-line services and had only one requirement. He wanted a brief cover letter to explain who the applicant is and their job experience. He received over 300 responses to the ad. Pretty successful, right?

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Topics: Business development

What are the top issues for business development in 2017 (SlideShare)

Posted by Martin Harshberger

Feb 20, 2017 5:00:30 PM

 NFIB does a monthly survey of it's members asking key questions about problems and opportunities that impact small and mid-tier businesses.

The PowerPoint below is an excerpt from both the 2016 survey and the January 2017 survey.

 
For a copy of our free eBook, "Barriers tobusiness development", click the button below.
 
 

 Download Here

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Topics: Business development

What does business development mean to you?

Posted by Martin Harshberger

Feb 6, 2017 12:17:45 PM

There have been numerous studies on business development. From the high growth gazelles distributed through the SBA to David Thompson’s book “Blueprint to a Billion” They all say essentially the same thing. It’s not a mystery, there are several key items identified that all successful companies share.

 So why aren’t there more successful companies?

 I may be a living example of the answer to that question. Way back in 1989 I left a then, Fortune 500 company, to start my own business. I left a secure well-paying position, went out and found investors and did a ground up startup.

 I had no idea what I didn’t know.

 

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Topics: Business development

How does culture impact business development?

Posted by Martin Harshberger

Feb 2, 2017 5:09:25 PM

There is a lot of discussion on organizational culture today. It might cause you to ask, do we even need a defined culture? Well, whether you know it or not you have one. It may not be the one you want, but you have one.

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Topics: Business development

Business Development - A Real Life Example

Posted by Martin Harshberger

Jan 6, 2017 3:09:03 PM

I've written about what I believe true business development is in previous posts. I thought perhaps an example of a successful transition might make the concept clearer.

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Topics: Business development

How many of these business development warning signs are you seeing?

Posted by Martin Harshberger

Nov 17, 2016 1:59:00 PM

There's a lot of confusion and concern in small and mid-tier businesses about business development. I think most business owners and CEO's would like to see improvement in this area. 

If you aren't one of them you are indeed lucky.

Maybe a good place to start is asking the question, what does business development mean to you and your organization? Is it:

  • Sales?
  • Marketing?
  • Advertising?
  • Public relations?

For me, it's all of the above but much more.

I think the best definition I've seen was in a Forbes.com article from March 2012. 

Business development is the creation of long-term value for an organization from customers, markets, and relationships.

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Topics: Strategic planning, Business development

What does business development mean to you as a business owner?

Posted by Martin Harshberger

Nov 11, 2016 10:59:43 AM

Business development has numerous meanings to different people. All of which are technically correct. But to make it work in your organization, the business owner or CEO has to clearly understand what it means to them personally.

Business development isn't sales. partnerships or marketing. It is, in two words, building value.  The definition that best fits what I tell my clients is from a Forbes article.

Business development is the creation of long-term value for an organization from customers, markets, and relationships.

 Forbes  3/21/12

So how do you build value? The following image is a good overview of what it takes as a minimum.

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Topics: Business development

How can you differentiate your company from 95% of your competition?

Differentiate. What that really means is rise above all of the noise in your market. Standout!

We help you find ways to grow your business through understanding:

  • How strategic planning focuses your organization

  • How a strong value proposition increases margins as well as sales

  • How to identify and market to your ideal customer

  • How to level the playing field using the Internet and inbound marketing

 

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