business development for start

New Business Development @

Woodroc Manufacturing

Dr Andrew KimmancePhD.Eng; MSc-Eng; BSc-Eng; MAPM, MCIOB; AHEA

PD & Business Development Manager

02/05/2023 Innovative Development 1

Topics to be Covered• Overview and Introduction - the requirements• Methodology (the 8 W’s of Development: what,

where, who, why, wants, wealth, way, with)• Organisational Structure - purpose (a-z plan)• Development Strategy (the process)• Business Development Process (innovation)• Management and the teams• Fundamental Practice ( core focus)• Control Measures=Requirements (line-of-attack)• Business Development: Systematic Technique for

Analysing Requirements (STAR)02/05/2023 Innovative Development 2

Overview: The Beginning

Before profits are generated in a company, the organisational structure in the start-up period requires a large investment of:• time, skill, motivation, determination, and

money, in order to: • establish a stable customer-client foundation,

purchase inventory, and engage in new business activities.

• The start-up stage is generally characterised by innovation, high risk, and low profit margins.


Introduction

• Before proposals can be secured, a business structure using the right marketing/sales process must be in place

• Marketing valuations to identify the target markets • Team leaders with qualifications and experience • Relationship marketing with focus on Ads and Sales • Customer and competitive intelligence gathering • Database storage capability (CRM, ERP. SAP), and finally • Rights tools for writing proposal to generate sales. “If you don't position yourself with the right business development, tools and marketing efforts, the chances of winning the proposals are greatly reduced”. Failure


A Methodology - 8 W’s

• Why? • Who? • What? • Where? • Wants? • Wealth? • With? • Way?

“Without this, what is it all for, Failure”02/05/2023 Innovative Development 5

success, rewards, survival, failuremanagers, teams, partners, suppliers direction, products, plan, identify, define markets, contractors , sales, clients strategy, resource, leaders, commitment budgets, resources, capital, liabilitytraining, skills, IT, plan, empowermentsimplistic, innovative, right approach

Organisational Structure

• All companies have to organise what they do• Structure makes it easier to see which part of the business

does what, and who is responsible for it • Structure the business according to duties of the managers

and/or departments; this also includes: – organising the product/activity according to the different

products made, and – where different customers have different needs.

“Can only be achieved by a hierarchy format, trusting managers with their chain of command, span of control, delegation and empowerment” 02/05/2023 Innovative Development 6

Organisational (example)

Financial Manager Corporate Manager

Projects Manager General Manager

Sales Manager

Marketing Manager

Design manager

Advertising Manager

Operational Manager

Production Manager

Administration Manager


Team leader Team leader Team leader Plant manager

Purpose of Structure

An organisational structure is designed to clarify: • Who is responsible for what tasks or activity• Who is responsible for what results• Who is responsible for team building or training… • Removes obstacles to performance caused by

confusion and uncertainty of assignment• Provides decision making and communication

networks (CRM) that reflect and support business objectives (products, tools, marketing and sales)


Development Strategy

• Decide on what type of organization to build (direction)• Select which markets to focus on (build a database) • Identify which customers to seek (save in database)• Determine who to employ for the organisation (train)• Define what their responsibilities are (very important)• Define type of products and services for growth • Plan and Schedule all activities/tasks (performance)• Define the process/tools needed to deliver the products• Monitor and report on all activities (progress checks)• Set challenging, but realistic long term financial goals 02/05/2023 Innovative Development 9

Business Development Process

• catalogue• specifications• knowledge• clients• process• team

Selling

&Sales

ProductDesigns


Procurement

Marketing

proposals biding tendering estimating purchasing procedure

website media exhibitions advertising magazines internet

software graphics decor computer creativity vision

CRMDirection Sales Intelligence

Training

Profit

Management and Teams

Why have a Sales or Marketing Manager?• Develops the sales process and sets the targets• Defines the sale team, scope, needs and duties• Implements the tools and training programs• Monitors performance and progress, builds• Write the reports and submits them to the MD

Provides the sale team with a roadmap of what to do next, who, where and how to do it; leading to a higher probability of sales and profits. This is the same for all “managers”


Fundamental Practice

• Maintain focus on markets/sales and customers Products and services must offer a clear competitive

advantage.

• Develop the Workforce with innovative tools Staff training and human resource development – new

products, IT or services are always required.

• Forge Innovative Partnerships Successful business development strategies rarely provide

all their services themselves; they work with partners—especially in the private sector.


WHY? who, where, what, with, way

WHY?

WHY?

Control Measures

• Establish responsibilities and enforcement• Establish a mechanism for tracking activities• Establish progress meetings, forms and reports• Monitor performance and productivity• Assess all team-leaders function and duties• Establish training sessions, team workshops• Establish a customer relationship system • Establish a centralised proposal system• Transcribe a full company working plan • Establish a document control system (time-stamp)


Activity Requirements

• Product Full Catalogue, Brochures, leaflets, Pe-qual• Operational Website and Internet Coverage• Marketing - Advertising Business Networking• Integrated marketing information system (IT) CRM• The opening of the show-home launch day • Development of the company 3D presentation• Fully trained competent team (training programs)• Quality control culture: training for all personnel• Establish organisational direction and market focus• Teamwork approach (training needed)This list will get bigger if not resolved NOW because of the many elements needed to be analysed within a company


Systematic Technique for Analysing Requirements (STAR)


Quality

Costing

Tend

er

Pla

nning

Production

Design Procurement Contracts Liability Requirements

Drawings Software Arch Practises Catalogues

Techniques Activities Scheduling Duration

Planning Estimates Budgets Control

Processes Plant Systems

Marketing

Risk Safety Standards

Planning Control Assurance

Communication

Organisation

HumanResource

Technology

Advertising Business

Development

Products Equipment Maintenance

Sales

ClientsAdmin

CRMERP

Media

Organisation Structure

Questions

• Ideas – Please• Reflection, and • Feedback• Lessons learnt• Recommendations• Implementation


business development for start

Documents