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Business Development

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by

Nathan Cameron

on 23 March 2015

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Transcript of Business Development

Going forward
Business Development at Frontier
Improving BD across the firm
What are we currently doing?
It's about
"developing the business"
Targeting interesting and profitable projects
Enhancing client relationships
Identifying new business opportunities
Developing a deeper understanding of existing clients
Converting business opportunities into projects
Business Development
That's where a team of dedicated professionals come in to help...
Here's some of the day-to-day activities we're involved in...
Frontier's BD professionals:

Debra (
Telecoms
)
Miriam (
Energy - Germany
)
Michael (
Energy & Central
)
Nathan (
Central
)
Saskia (
Central
)
But the wider BD team includes:
Annabelle
Nick W
...and PAs
...and the Client Committee
Actually, everyone in the firm is involved in BD
..and all those involved in proposals, events, web content, tweets etc.
..and the Exec
...and the MC
Workstream 2
Workstream 1
A Better External Narrative
Enhanced Client Relationships
So what does it mean to me?
BD
...not quite...
Winning and retaining business takes time and focused effort
60
Client Committee
Defining Frontier's promise to our clients
Identifying our key differences, tested and validated
Establishing Frontier's market position
Qualifying Frontier's ideal clients and increasing loyalty
Workstream 3
Putting Clients at the heart
Outputs
Website
Brochures
Leaflets
Marketing Materials
Media/PR
News
Social Media
Website Management
Events
Internal
External
Bulletins
Training
CDRs
Hospitality
Client Committee
Directing marketing activity
Managing and protecting the Frontier brand effectively
PR
Proposals
Which is fine if you're a small firm
Or when you're an expert in BD
And when you aren't too busy consulting
As the firm has grown...so have the demands
years' marketing & BD experience
Website
Social
Research
Targeting
Best Practice
Developing Ideas
Mobile
Client Relationship Management
Direct
Proposals
Brochures
Events
2 MSc, 2 PGrad
2 Chartered Marketers
Experienced Professionals
But this is just the start...
Networking
To date, BD at Frontier has largely been done at practice or individual level
better utilised resources
save time (and effort)
improve our communication with clients
deliver a more consistent message
have better quality materials
Identifying new business opportunities
Targeting interesting & profitable opportunities
BD
Business Development
Converting business opportunities into projects
Developing a deeper understanding of clients
Enhancing client relationships
It's about
"developing the business"
Save time
Be more professional
Be more coordinated
Seminars
Brand & reputation management
Database
If there's anything you're unsure of with BD, or that you want to know more about, please speak to us.
Thank you for your time.
We hope you enjoyed the presentation.
Continue to develop
Full transcript