BUSINESS DEVELOPMENT Leveraging the EBC

1
BUSINESS DEVELOPMENT Leveraging the EBCto
support your Business Development
effortspresented by Hollis R. Chase

Environmental Business Council New Member
Orientation Hosted by Nutter McClennen Fish
LLP October 10, 2007
2
4 KEY MODULES OF THE BUSINESS DEVELOPMENT CYCLE
3
PLANNING The key to successfully leveraging a
business development opportunity

• What are your objectives?
• What are your expectations and potential
  outcomes?
• Who is your target market?
• Who do you need to meet?
• Who are the key referral sources?
• How does your membership fit into your Firms
  business development strategy?

4
SALES Business Development Process

• 1. Pre approach
• .getting organized
• 2. Approach
• .meeting the market
• 3. Qualify Assess
• .listening gathering info
• 4. Strategize
• .determining objectives
• 5. Address Needs/Present
• . handling objections
• 6. Obtain the engagement
• .closing

5
BEST PRACTICESUtilizing your EBC resources

• Develop your personal plan to leverage the EBC!
• Be an active participant
• Learn what resources are available
• Get to know them
• Learn about their roles and how you can help each
  other
• Be consistent
• Do not always have an agenda when you
  participate
• Give it time have patience- its not magic

6
Using the benefits to YOUR BENEFIT

• Chair a Committee
• Join a committee
• Attend and participate
• Sponsor an event
• Leverage by attending- get buy in from others in
  your Firm
• Be part of a panel
• Incorporate your resources in the associations
  activities
• Clients
• Prospects
• Referral sources

7
BUSINESS DEVELOPMENTmaking the
connections

• Quality vs. quantity Be selective- quality of
  contacts leads to success
• Who are the decision makers? Influencers? Who can
  you help and how?
• Introductions rule! Take the time to introduce
  others.
• This separates name droppers from genuine
  networkers
• Be patient - Business relationships take time to
  grow
• Get to know people from a business and personal
  perspective ..find commonalities
• Use low tech A quick phone call can be more
  efficient than emails

8
BUSINESS DEVELOPMENTmaking the
connections

• Practice 3rd party networking Make time to
  introduce two people so they can benefit from
  meeting each other
• You get to re-connect with someone when you don't
  need anything!
• Avoid 911 networking
• When the economy is challenging people discover
  "networking.
• Build relationships BEFORE you need them
• Make stay in touch calls
• When someone comes up in a conversation or comes
  to mind, make a random "hello" cal
• Not always necessary to have an agenda- use
  your judgment

9
The Basics ..Leveraging your association
participation

• Mingle with those you dont know!
• Ask lots of open ended questions
• what-why-how-where-when
• Be yourself
• Focus on a few!
• Bring business cards!
• Make notes quickly- follow up on your commitments
• Pet peeve..
• Wear your name tag on the right hand side unless
  you are left handed

10
Action Plan LEVERAGING YOUR OPPORTUNTIES FOR
Business Development What can you do today?
10-10-2007- EBC Meeting

• Identify two new contacts from todays meeting
• Name Company/Firm
  Next Step
• 1.
• 2.
• Identify one organization activity that you will
• participate in?
• Activity
• Next step
• Identify one personal (or company/firm) goal
  related
• Leveraging your EBC membership for 2008
• Goal

11