1. Business Development Strategy
Session
In this session, we will
be discussing two
points, keeping in
mind the current
economic trends and
conditions.
Client Development
Strategy
2009 Business Plan
2. Business Development Strategy
Rewind 2008 Look Ahead to 2009
Review Your Business From your review, do
From Last Year you need to establish
What Did You – (or reestablish) a niche
Focus On? (Niche) specialty?
Do on a Partner
Basis?
What trends have
Bill? emerged, and are
Cash-In? emerging, in 2009?
How much was repeat Where could you ‘trim
business??
the fat’ from your
rewind?
3. Importance of a Business Plan
Your Business Plan serves as the Compass for
the future direction of your business
Sets Strategy
Helps You Get Funding
New Hires, More Tools – Business Growth
Management Tool
Daily Direction
4. SWOT Analysis
Be Specific
Everything in your SWOT analysis should be
specific, quantifiable
I.E.
– “The Market is Soft” is not sufficient for a
weakness or threat/risk
“There is a softening in the market within HR as it relates
to functionally specific positions – there is a THREAT of
companies exchanging Recruiters and Benefits
Managers for HR Generalists with more rounded exp.”
5. Market Sectors/Clients
Rome Was Not Built in A Day – Your
Practice Should Not Be, Either…
How are you establishing who you are
going to work with (target) in the next 12
months?
How many have asked clients what
percentage of the client’s total recruitment
budget is allotted to them?
6. What Makes a Key Account?
What are 3 Things that Make an Account
a “Key Account?”
If you don’t have any ‘key accounts,’ how
do you build one?
7. Job Orders and Pricing
Develop a Pricing Strategy Per Desk
When You talk to a client about our fees,
there should be a method behind how you
work and what goes with each type of service:
Partnered
Contingent
8. Looking at the Competition
It is CRITICAL to know your major
competitors.
Who are your top 3 competitors?
What is their differentiation?
What competitive information have you
surfaced?
Do you ask your clients about their “other
firms?”
9. Production
Three Biggest Issues with the Plans:
1. Achievable, yet aggressive goals
2. Accountability with yourself to your plan
How often do you review against your plan?
If you get off plan, do you have measures in place
to get back on track?
3. Really understanding your marketplace
Have a viable niche specialty from which to grow
Remember, flowers start as seeds
Knowing what level(s) you are going to target