The objectives of business development have
not changed: building relationships,
attracting new customers, opening new
markets, and business growth. But the
strategies, execution, areas of knowledge,
and skills required include new approaches
to content, programs, and tools.
Specifically a business development leader
has the following responsibilities:
Defining the business you are in and how
to position it in your market
Identifying customer pains and needs
Articulating your value proposition
against those pains and needs
Understanding what your customer wants
to know at each decision stage during
their procurement process
Prioritizing how to use customer
intelligence to connect with your
markets and generate more business
Evaluating and reporting on your
company's performance
These are key areas of focus and if
executed properly, the client will beat a
path to your door time and time again.
