Would You Aim for a Business Development Manager’s Role?

The presence of an efficient business development manager is crucial to a business’ existence. It is one of the key roles of this age, that every business seeks to fill in, hiring a strategic planner, who can grow with the company. Those employed as the business development managers look after his/her team’s collective effort, looks for potential clients in the market, defines the target audience, and if needed, even redefines the company’s objectives.

These are top-level executives, who remain I contact with the management. Their ultimate goal is to create new business opportunities and ensure the company’s long- term growth. The term ‘business development’ can be described as an amalgamation of strategic planning, sales and marketing. Those holding more than 5 years of experience in sales can also be considered for this position. Besides, many leading firms consider MBAs to be hired as business development managers. Most commonly, those hailing from sales are seen heading for these career options. However, business development has a lot more than just sales, but the sales professionals are found suitable to fit in these jobs.

Job Description

  • Defining target audience and looking for potential clients
  • Preparing strategies to pitch the products to clients
  • Marking team’s collective efforts and keeping a checking on the lead generation
  • Representing the organization in the corporate events
  • Preparing monthly reports and analyzing the same
  • Providing essential data to the management
  • Taking essential steps for corporate associations
  • Identifying new sales opportunities
  • Working in coordination with other departments such as sales & marketing

Key elements for a business development manager’s role

For every business development manager, the following elements are of great significance.

Business Acumen

A business development manager can explore job opportunities in numerous sectors, including FMCG (Fast Moving Consume Goods), IT (Information Technology), Finance, Manufacturing, Consulting, and others. In any of these sectors, an understanding of the industry and the business is needed for the professional to possess. It will not just help him conveniently take on the role, but will also take the right decisions with an understanding of the business.

Management & Research

He plans as well as manages to take the business the next level. A professional serving as business development manager has to lead the team and direct it to the right path. For this, leadership and management are of great essence. Besides, research too is a major element for these professionals. They need to research well about the market, the prevailing trends, the customer’s requirements, and so on.

Strategic Planning

The business development managers are also involved in planning the campaigns to target the potential clients. They may even look for marketing and sales related data for the same.

Customer Service

Another major element remains the customer service. They need to ensure whether the customer their team is dealing with, is entirely satisfied with the services. They also need to constantly check on a crucial deal that has not been closed.

The Other Essential Details

In the recent years, the need to hire these professionals has been realized by most of the brands. They can explore the job offers from varied sectors as per their preferences and knowledge. However, some of the leading organizations they can aim to work with include Infosys, Deloitte, KPMG, Ernst & Young, Wipro Technologies, Cognizant, and many others. Further, these professionals can expect to earn Rs 578,392 per year in India.

How To Get More Clients: Hire A Business Development Expert

If your business has been struggling to get more clients in the last few months or year then consider hiring a business development expert that can find the right joint venture marketing partners that can deliver hot leads to your sales team. Many businesses can find themselves in a rut where it’s really difficult to acquire new customers. A joint venture marketing partnership can be the right strategy to get moving forward again. A business development pro will understand the process of putting together a solid business deal that can grow your company. If you feel that building a network of business partners can help grow your business in ways that are unachievable by yourself then find the right consultant or individual that you can bring in-house and do the deals that will get your company more clients.

Hire the Right Person

Hiring a business development person is different than finding a sales person for your team. While a business development expert can always play the role as sales person the opposite is not always true. A person that specifically focuses on business development will understand how to communicate potential business deals to perspective businesses in the right manner. They will understand that it is critical that a strong relationship is forged between the individuals doing the business deal and the company employees that will be involved in implementing the partnership.

Hiring a consultant or consulting firm to act as a business development team for you company is a great route for many small businesses. Many business that do not have the internal man power and capabilities to identify, engage, and do the business deals necessary for growth can benefit from a consultant or consulting firm that has access to the business decision makers or the experience necessary to reach out to companies and develop the relationships required to put together a great business deal.

While a consultants hourly rate may be higher than you’re comfortable with a deal can be put together much faster by a professional than someone trying for the first time to structure a business partnership. Consultants often will require an hourly rate or fixed salary as well as some kind of bonus structure for placing deals together which may be a single payout for each business deal that is signed or a revenue share that is paid out over a period of time based on the amount of business that is ultimately generated from the relationships. Most consultants will not work for pure commission deals unless they believe that a deal can be put together extremely fast and will generate immediate revenue. Most will want a cash payment coupled with a bonus structure. Companies that want to execute business deals with larger fortune 500 type companies should always highly consider hiring an expert that has preexisting relationships with the company that you want to do a deal with. It’s common to hire a consultant for one specific business partnership.

Managing a Business Development Team

Managing a business development team member is similar to a sales team member in many respects. It is important that as a business owner you control and own the data that is developed by the team member by making them use the corporate customer relationship management system and uploading any data and reports on potential business partners to the corporate document server. Failing to do this a common problem with companies and their sales teams and even more so with business development professionals as the relationships they have and bringing to the table are often held tightly and not given up easily.

If you are hiring an outside consultant there may be specific clauses in the agreement about who owns what data. This is something to be aware of as it can be very frustrating to be a month or two in developing a new business partner and have a person leave and take the contact information and data with them leaving you in a tough place to continue. It’s critical to recognize that a business development team member is going to need to spend time out of the office meeting with companies, going to business events and other functions that may be fruitful in finding and meeting the right business partners, however if you are paying for someone to be at an event then make sure the business cards that are collected get scanned and retained by the company.

If you have decided that in order to get more clients your business needs to develop strategic business partners than consider outsourcing the work to a consultant or hiring a business development expert in order to speed up the process. Avoid taking team members off their existing duties or forcing yourself to forge the relationships by yourself and add more duties to your already exhausting schedule.

Tired of Stock Market Losses? 3 Tips to Know When to Get Out of the Market

Tired of seeing losses in your investments? Ever sell at the bottom? Do you wish you could’ve gotten out sooner? Let’s face it. Most of us are terrible at timing the market. But that shouldn’t be an excuse to head for the hills. Wouldn’t it make more sense to know when not to be involved in the market, and more importantly, when you should get back in? Picking when to enter into the market can be just as important as what you pick.

Of course, it may seem easier to avoid the market altogether by just investing in bonds or real estate. But getting out of the market forever is not necessarily the best thing to do. After all, the stock market has outperformed the bond market and real estate over the long term. And the most likely way for us to fulfill our investment plans is by getting the highest possible returns necessary without too much risk.

Besides, unless another investment vehicle becomes a better reflection of economic growth like the stock market, I am afraid we are stuck in investing in the market in order to get better returns in good times and bad. Or are we?

Knowing when to get in

While I have earlier suggested what investments we should focus on, we didn’t discuss when it’s a good time to buy. And that’s very important to know. Think about it. Do you just go out and buy a car any day? No, you wait for a sale or go at the end of the month when the dealers need to make their sales quota. How about clothes? Again, most wait for a sale. This is the same concept you should have with investing in mutual funds, ETFs or stocks. You wait for a sale. Here are 3 indicators I use that can help me determine when the market on “sale.”

Indicator #1: The economy

Unfortunately, “red hot sales” in the market are more or less dependent on economic growth. For example if we expect an economic slowdown over the next 6 months or longer, the stock market will most likely sell off. Why? An economic slowdown means most companies will grow less. Would you pay more for a stock in a company that will grow less? Not me!

So, one indicator to let us know whether we may want stay in the market is to ask ourselves if the economy is going to grow, to slow or to maintain its current course. To figure this answer out, you could talk with your broker or read some monthly finance magazines. Magazines like Money, Forbes or Klinger’s will have columnists dedicated to writing a one pager discussing the economic outlook. Remember, don’t make this complicated. You are just looking for a couple of professional opinions, so you can make your informed decision.

Unfortunately, looking at the economy is not good enough, since this is a very slow and vague indicator of how to handle our money. I think we can do better…

Indicator #2: Market Volatility

There is an old Wall Street adage: Stocks tend to sell off 3 to 4 times faster than they climb. Why? There are many people who already own stocks who need to get out, and are looking for buyers. No one wants to be the first one to buy when a stock or the market seems to be in trouble. Would you? So stocks fall faster than they rise.

When stocks sell off faster, volatility (which is a fancy word for measuring how much a stock’s price moves) increases. When the entire stock market sells off, the volatility across many stocks start to rise. To help see this increase in volatility across the board more clearly, volatility indicators, like the put/call ratio and the VIX, were created and can be tracked much like an index.

Here’s how it works. If the market has sold off recently, I would see a rise in the VIX index. The more the market goes down, the higher the VIX indicator climbs, just like playing on a seesaw when you were a kid. When the VIX rises to a certain point, I exit the market. I make it that simple! In my guide, I go through an example using the VIX and show specific points and strategy I use to get in and get of the market. Obviously, my timing is not perfect, but I also miss long term corrections too!

While this is a good and clear indicator, it only works when the markets get more volatile. What if you want to get in the market when it is calm or starting to rise? There are shorter term indicators that can be used.

Indicator #3: Technical Analysis

Technical Analysis is just looking at your stock’s price and volume movements on a graph, and then drawing a conclusion. It basically tries to predict future price movements from previous price movements. For example, let’s say if the stock market had a big run up or just has experienced a big sell off, you can use a technical indicator to help you determine if or when the stock market may turn around.

Unfortunately, there are literally dozens of indicators to learn, none of them work perfectly and it takes time and commitment for you to master. But for me, I do my best to focus just on combining just a few long term indicators discussed in my guide. While there is no panacea to which technical indicators work best, I found that using a combination of few indicators proves to be better than the alternative of just simply guessing when to get in or out of my positions. Many discount brokers will also offer their clients free education to help them out.

Putting it altogether

By taking a look at the overall health of the economy, a few volatility indicators and some technical analysis, I am able to better determine when to get out of my positions. In fact, I use the combination of all three. It may not be perfect, but following each approach has really helped me determine when the market goes on sale or when it’s time to get back in.

The next time you decide to get into an ETF or a stock, first ask yourself at what point should get in. If the answer is “because it feels right,” think about better ways to make that decision. And as always, have a stop program to make sure small losses don’t become catastrophes. The best investors in the world tend to be better because they not only know what to get into, but often when. Become a better investor!

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