All things new biz Posts

This is the second of two posts helping business owners and those with responsibility for new business by providing them with a template for a topline business development plan. It is particularly relevant for small and medium firms selling B2B (business to business). If you want to start at the beginning, here’s Part One. If you’ve just read…

Business development New business Positioning Sales

Do you ever feel like you just want a look at someone else’s business development plan to get you started? Some inspiration and ideas to get you going? A sort of template umbrella plan that helps you think about the options, one that you could change to suit your own firm?…

Business development New business Positioning Sales

If you’re marketing your business in order to acquire more new customers you will probably – at some stage – come across these two terms: inbound marketing and outbound marketing. You might feel confused by the difference, irritated by the glib terminology, or excited by the many possible ways in…

Business development Marketing New business

There are lots of different ways to attract new clients, and some of those routes-to-market can be more challenging than others. But one of the simplest methods – and in my opinion, the most satisfying – is to give away something of value to you. Something that you know your lovely prospects will…

Business development New business Sales

According to this recent article from the BBC; the Federation of Small Businesses has seen a “robust” improvement in small business confidence, suggesting the sector overall is in for a period of growth. The FSB statistics are telling us that nearly two thirds (65.3%) of small businesses are aspiring to grow moderately or rapidly in the…

All things new biz Business development

When you go canoeing, you take a paddle. And so it is, that when you’re off out to get new business, you should make a plan. Without a new business plan in place (or business development, or sales, or marketing plan), you’re going to be unable to answer a few basic questions that everyone – from your boss…

Business development Marketing New business Positioning

Maybe you’re an account director, targeted with a new business revenue and wondering how you can possibly achieve that at the same time as servicing the accounts you’ve got. Or perhaps you’re the business owner of a professional services company wondering why your account managers or client service directors rarely…

Business development New business

Done well, thought leadership is a very powerful tool for improving your positioning, raising awareness in your industry and target market, acquiring new business, increasing both revenue and profit and recruiting great talent. Having said that, it is still an irritating and dramatic expression that should perhaps be permanently excised from the English language. More on…

Business development New business Positioning

If you are well positioned in business, you will be able to charge more; reduce your cost of sale; let go of those low profit, poor-fit clients; better articulate who you are and what you stand for; be clearer about who you need to recruit; attract more profitable, good-fit customers; get…

Business development New business Positioning

A lovely client of mine runs a speech and language consultancy in Hampshire. She trains organisations to improve childrens’ literacy, language and communications skills. This is her positive and funny experience of some informal networking and how it led to a business referral. I thought I would share this with anyone who is a less confident networker, who…

Business development Lead generation New business Positioning