Business Development Manager Business Plan

2014 Business Plan
Business Development Manager
July 14, 2014

Summary/Goals
Provide new revenue growth to Xtreme Consulting by providing solutions to client's business problems through the Xtreme Consulting solution set.
As a new Business Development Manager, I will introduce Xtreme Consulting to new organizations, assess their needs, and position Xtreme and their solutions as a way to build relationships and increase revenue.
Attain annual quota of $2 Million
Strategy
 Develop target divisions within Microsoft based on existing and company targets.
 Develop target companies to expand customer base outside of Microsoft.
 Look for opportunities that are a good fit for both the customer and Xtreme.
 Fill my funnel with solid opportunities for current and future revenue.
 Develop minimum margin target expectations.
 Look for opportunities to sell full portfolio of solutions.
 Exploit existing projects to find additional opportunities.
 Build relationships with Recruiting and Solutions Architect teams and understand what is important to them to promote growth and partnership.
 Work to understand the unique business processes within Xtreme.

Tactics
 Target minimum four new meetings per week.
 Identify opportunities for new technology solutions.
 Target existing contacts/my network.
 Target higher business levels within organizations.
 Build upon relationships within Procurement.
 Attend events - user groups, trade shows, vendor sponsored events.
 Differentiate Xtreme Consulting from other vendors - build my story.
 Become a trusted technology partner for new customer base.
 Continue to build upon my existing network.
 Look for opportunities to partner with other vendors where it makes sense.
 Work the logical sales process.
 Attend team meetings.

Prospecting - Areas of focus:
 Work within assigned territory to develop it to its fullest potential.
 Leverage existing relationships to get into accounts.
 Call on a combination of existing and prospective accounts.
 Target departments and companies that make sense given the solution set.
 Develop new business through research - LinkedIn, news articles, quarterly reports, org charts, Jigsaw, etc.
 Work with Business Development Director, Recruiting Team, Practice Area Leaders, and Executive level individuals to strategize on accounts, targets, solutions, and opportunities.
 Expand existing business through in-person calls to high volume accounts and accounts with potential for increased business.
 Document all activities and contact information in CRM while completing all necessary sales reports in a timely manner and review with the Business Development Director on a regular basis.

Development and Delivery
 Assess need, engage delivery and recruiting team, organize, and coordinate projects from scratch.
 Work with my delivery team to scope projects, attain pricing, and deliver presentations and proposals to prospects. Use my resources wisely to work toward the attainment of new revenue.
 Involve Solution Architects, Practice Area Leaders, and Executive Team within customer opportunities.
 Support contract monitoring in an effort to achieve a high success record on national, regional and area contracts.
 Develop and present customer presentations generally in pursuit of contract award.
 Conduct Quarterly Reviews with major clients.
 Entertain clients commensurate to volume of business.
 Promote our services at every opportunity and devise creative ways to win business.
 Develop strategies to keep ahead of the competition.
 Promote the growth of the entire company by involvement in projects and/or outsourcing opportunities with extremely high revenue potential.

Sales Goals
$2 Mil in new business development
I will accomplish this by continuing to fill my funnel with solid opportunities:
 Maintaining strong activities
 Prospecting daily
 Finding new and creative ways to get customer meetings
 Involving solution architects in developing proposals
 Delivering presentation and proposals and closing sales
 Differentiate Xtreme Consulting from other solutions providers
 Track all relevant activities weekly in CRM.
Accounts
The targeted list is based on existing relationships, good contacts, potential good solution fit, and perceived customer need. I will review and strategize with the Director of Business Development to develop this list and focus the targets. This will be an organic list that will change as time progresses:
Microsoft Disney
Alaska Airlines Expedia
Amazon Nordstrom
AT&T Paccar
Boeing Starbucks
Costco T-Mobile