130409 whats new in biz dev

5
What’s new in biz dev?

Upload: rebecca-caroe

Post on 22-Nov-2014

511 views

Category:

Documents


0 download

DESCRIPTION

 

TRANSCRIPT

Page 1: 130409 whats new in biz dev

What’s  new  in  biz  dev?  

Page 2: 130409 whats new in biz dev

7  Key  elements  of  new  business  strategy  

•  Inbound  marke-ng  -­‐  Capture  and  track  leads  •  Content  marke-ng  –  editorial  plan  •  Social  media  –  growing  presence  •  Plan  how  to  build  rela-onship  between  awareness  and  purchase    •  Mul--­‐touch,  nurturing  campaigns  •  Re-­‐marke-ng  •  Demand  genera-on  and  automated  marke-ng  –  autoresponders  

Page 3: 130409 whats new in biz dev

Pitching  is  going  out  of  fashion  

Crowdsourcing  and  freelancers  –  Victor  and  Spoils  Low-­‐value  projects  not  put  out  to  tender  Need  for  brands  to  have  a  range  of  agencies  on  roster  with  diverse  skills  E-­‐Auc-ons  and  procurement  driving  down  margins  [IBM  Emptoris,  Ariba]  Poorly  run  pitches  discourage  quality  par-cipants  -­‐  High  number  of  agencies  on  the  pitch  list  -­‐  Too  liOle  -me  given  to  respond  to  pitch  -­‐  No  budget  allocated  to  brief  -­‐  Increasing  number  of  hoops  -­‐  Addi-on  of  ‘reverse  auc-on’  step  Good  prac-ce  pitching  guidelines  

Page 4: 130409 whats new in biz dev

Inbound  Marke@ng  Tools  to  drive  brand  engagement  

Pop  ups  and  light  boxes  Searchable  URLs  Commen-ng  on  others’  blogs  and  newspaper  websites  Reverse  IP  Lookups  Give  away  your  exper-se    

Page 5: 130409 whats new in biz dev

How  to  build  credibility  for  your  exper@se  

•  Show  off  •  Give  away  your  advice  (Xero,  Technora-  Media)  •  Use  the  media  in  which  you  are  expert  •  -­‐  an  app  developer  who  doesn’t  have  an  app  •  -­‐  a  direct  marketer  without  a  mailing  list  •  -­‐  a  digital  agency  who  doesn’t  blog  •  -­‐  a  PR  agency  who’s  not  in  the  press  

•  Be  very  available  to  your  prospects