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New Business Acquisition

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by

Geoff Kemper

on 3 July 2015

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Transcript of New Business Acquisition

New Business Acquisition

New Business Acquisition
Target Market
Pre-qualified industry verticals that have key elements that align to a successful Fuel project.
Leads
Qualified Lead
The phase whereby leads have been qualified as an attractive opportunity for Fuel to persue that has a good fit for our solution
Primary Focus
Our objective is
To intimately understand the companies, stakeholders , trends and the dynamics of our target markets
To effectively and effeciently lead our potential clients through the sales funnel whilst creating strong relationships
Supporting Elements
Prospect
A qualifed lead is converted into a prospect once a financial proposal has been submitted
Client
A prospect is converted into a client when an agreement has been reached and signed off. A client is the end result of the new business acquisition plan
Our Objective
Identify and investigate key target markets
Gain insight, understanding into target companies
Skillfully engage and build relationships with target companies
Develop deal to close
Streamline the new business acquisition process
Sales Plan
Primary Focus
Gather Business Intelligence
Manage Sales Funnel
Drive Strategic Initiatives
Supporting Elements
Position Fuel Brand
Grow and Support the Team
New Business Acquisition Strategy
Gathering Business Intelligence
Managing the Funnel
Driving Strategic Initiatives
Positioning the Fuel Brand
Team Management
Actions and Requirements
Target Companies
Actions and Requirements
Leads to be Qualified
Actions and Requirements
Qualified Leads
Actions and Requirements
Prospects
Based on Jim Harvey's speech structures
Primay Focus
Gather Business Intelligence
Innovation
Streamlined Deals
New Business Acquisition
Thought Leaders
Drive Strategic Initiatives
Manage the Sales Funnel
Actions and Requirements
Targets: Business Intel
Gathering information about the target companies
General knowledge
Public information
Annual financial statements
Who Owns Whom Intelligence
LinkedIn information
Existing relationships
Insights from key allies
Media Info
Private investigators activaties and research
This intel is compiled into a business intelligence pack per target company
Targets: Funnel Management
Implementation of the Qualification Tool
Compilation of Business Intel packs
Targets: Strategic Initiatives
"Knowledge is Power Strategy"
Understanding in detail what the clients needs are before engaging with them allows Fuel to present a solution that COMPLETELY meets the clients needs without question
"Focussing Energy Strategy"
Our sales plan is highly focussed on persuing high-value clients that have a good fit for our solution. This approach mitigates against the risk of wasting sales time and energy
Targets: Positioning the Brand
Targetted Marketing Activaties
Print collateral focussed on industry verticals
Sales app
Provides flexibility in what content to share with the client
Case study is based on industry specific content
Client Branded App
To help the client visualise the solution in practice
use clients content in the app
Outcome
Gathering info in order to better understand our target companies
Managing the exploration phase to ensure that we have an accurate snapshot of the targets "contours"
Driving initiatives that strategically position Fuel
Position the brand in relation to an industry vertical
Franchise
Banking
Tourism
Petroleum
Retail
Chevron
Sasol
Protea Hotel Group
Tsogo Sun
Famous Brands
Yum!
Nedbank
FNB
PEP STORES
Shoprite
Unqualified market opportunities whereby there is an interest or potential-fit for a Fuel project
Retail
Voltex
Franchise
Taste Holdings
Banking
African Bank
Motor/Logistics
Unitrans
Cargo Trucks
Smollan
Other
UIF (Government)
BHB Billiton (Mining)
G4S (Security)
Actions and Requirements
Leads: Business Intel
Populate the qualification tool
Gather business intel pack from Whom Owns Whom
Leads: Funnel Management
Lead owner to complete the Qualification Tool
Execute strategic review
Decide whether the lead will be approved or rejected
Leads: Strategic Initiatives
Leads could present themselves from a range of sources including:
Website
Client / Contact Referal
Meeting
Marketing events / Campaigns
Strategic partner

Although leads ar good, all leads need to properly qualified to ensure that we do not spend time on dead ends
Leads: Positioning the Brand
Our Brand Presence
Print Materials (Industry Prospectus)
Website
Word of Mouth
Marketing Events / Campaigns
Outcome
Fuel follows a targetted business acquisition model.
In order for a lead to justify further persuit, the qualification tool is the guide to determine whether leads will be approved or rejected.
We do however project a consitent brand message (The Fuel Way) regardless of whether the lead is accepted or rejected
Actions and Requirements
Qualified Leads: Business Intel
Populate Opportunity Blueprint
Business Strategy
Training Strategy
Content Strategy
Implemenetation Strategy
Technology Strategy
Timing Elements
Financial Elements
Role Players & Stakeholders
Company Structures
Qualified Leads: Funnel Management
Qualified Leads: Strategic Initiatives
Skills Development Handbook Alliance
Electronic Hub of Skills Development Information
Position Fuel as Thought Leaders and Skills Development Info Hub
QCTO Alliance
Electronic communication of QCTO info
Position Fuel as Though Leaders
Fuel Tsunami
Apple Channel Partners
Microsoft Channel Partners
Qualified Leads: Positioning the Brand
Brand Collateral
Video Production
Video matrix 2, 3, 4, 5
Print Collateral
Industry Prospectus
Brand Research
Alignment of brand to target market
Campaigns
Skills Summit
Brand positioning event
Outcome
The lead qualification phase is characterised by the following aspects:
Building on the stakeholders understanding and knowledge around the solution and requirements
Detailed gathering and assessment the of opportunity requirements and data
Building strong relationships with various opportunity stakeholders
Overcoming barriers and challenges that arise
Getting the stakeholders to believe that the solution will bring value to the company
Actions and Requirements
Prospect: Business Intel
Advanced stages of the deal requires specific business intel that cannot be gathered by general sources of information
Private Investigators
Use influencers
Prospect: Funnel Management
Prospect: Strategic Initiatives
Prospect Events
Conferences
Golf Days
Entertinment and Incentives
Strategic Influencers
CEO Interventions
Synergistic Partnerships
Qualified Leads: Positioning the Brand
Brand perception research
Presentations and Demo's
Reference Letters
Outcome
The lead qualification phase is characterised by the following aspects:
Building on the stakeholders understanding and knowledge around the solution and requirements
Detailed gathering and assessment the of opportunity requirements and data
Building strong relationships with various opportunity stakeholders
Overcoming barriers and challenges that arise
Getting the stakeholders to believe that the solution will bring value to the company
Common Information
Business Intelligence
Market Research
Firmographics
Target Business
Desktop Research
Media Releases
Market Trends
Perceptions and Insights
Brand Research
Who Owns Whom
LinkedIn
Company Financial and Annual Reports
Investigators, Influencers and Allies
Knowledge is Power Strategy
Understanding Underlying Dynamics
Funnel Process
Target
Definition
Pre-qualified industry verticals that have key elements that align to a successful Fuel project.
Target Management
Qualification Tool
Business Intel pack
Lead
Definition
Unqualified market opportunities whereby there is an interest or potential-fit for a Fuel project
Lead Management
Qualification Tool
Strategic Review
Business Intel Pack (if Approved)
Qualified Lead
Definition
The phase whereby leads have been qualified as an attractive opportunity for Fuel to persue that has a good fit for our solution
Qualified Lead Management
Green & Blue Sheet
Digital Learning Scorecard
Opportunity Blueprint
Cost Effectiveness Model
Fuel Pricing Model
Prospect
Definition
A qualifed lead is converted into a prospect once a financial proposal has been submitted
Prospect Management
Blue Sheets
Focussed Business Intelligence
Client
Definition
A prospect is converted into a client when an agreement has been reached and signed off. A client is the end result of the new business acquisition plan
Client Management
Handover to Account Management Team
Models and Systems to manage New Business Opportunities
Blue & Green Sheets
Digital Learning Scorecard
Opportunity Blueprint
Cost Effectiveness Model
Fuel Pricing Model
Qualification Tool
Digital Learning Scorecard
Opportunity Blueprint
Business Case Model
Fuel Pricing Model
Sales Tools, Systems and Methdologies
Jaime to include
Skills Development Handbook Partner
Technology Partner to create a Central Hub of Skills Development Content
QCTO Alliance
Alliance to assist QCTO with a ICT communication tool
Tsunami
Fuel's channel partner initiative
Potential Market Value & Distribution
Financial Targets
Target Assessment
Our Targets
Our Solution
Value Proposition
Our Values
Brand Communication
Our Team
Growth
New Business Development Staff per Industry Vertical
2014 Target = 4 Staff
2015 Target = 8 Staff
Management Process
Managed Service On Device
Characteristics
Distribued Model
Data on Device
Services
Fuel Platform
Device Strategy
Network Strategy
Learning and Content Strategy
Adoption Strategy
Support Strategy
Managed Service on Network
Characteristics
Distributed Network
Data on Server or Network
Services
Fuel Platform
Learning and Content Strategy
Adoption Strategy
Support Strategy
White Label
Vision
Values
Being the Best
Respect
Innovation
Commitment
Mission
We develop, populate and deliver the best training technology and contnt backed by excellent service, a strong team and strategic partnerships so that we can optimise learning processes to develop people, enhance profitability and ensure sustainability to our clients.
Strategic Anchors
Collateral
Campaigns
Brand Awareness
Core Business
We provide online training services
Core Value
Benefits
Executive Level Benefits
Management Level Benefits
User Level Benefits
Financial Value
Return on Investment
Cost Effictiveness Model - Jimmy
Fuel Procing Model
Characteristics
Fuel System Infrustructure
Services
Fuel Platform
Strategy Enablement
Digital Workplace Learning
Our external vision is to empower people to improve their lives
Our internal vision is to be a team that leads the way in providing meaningful learning solutions
Get to Market
Develop and Deliver Training Technology
Populate andDeliver training Content
Deliver Excellent Service
Strong Teams and Partnerships
Fuel Sales App
Video Collateral
Supporting Collateral
Print Collateral
Web and Channel Collateral
Presentation Collateral
Business Development App
Events Collateral
Social Media Collateral
Positioning Events
Networking Events
Attending events to generate leads and networks
Client / Prospect Events
Total Conference
Engen Conference
Etc
Video Matrix
Case Studies
App Demo
Company Info
Branding for Fuel
Speaking Events
Showcase our Solution
CRM
Miller Heiman
Craig Reid
CEO
Focus: Influencer
Geoffrey Kemper
Head: Commercial Businss
James Blanckenberg
Business Development
Janice Houghton
Account Managment
Miller Heiman Bluesheets
Full transcript