Expert Business Development

The Art and Science of Respectful Persistence™

Truly successful practitioners of business development, especially in the world of high-value, relationship-oriented business almost always use a concept that we call respectful persistence™. This subtle skill strikes a delicate balance between diligently pursing a prospect and always maintaining a high level of respect for the boundaries and wishes of the prospect. [MORE]

Expert Lead Management System^SM (ELMS^SM)

The ideal tool to help your team track and manage leads and opportunities from initial capture through closing. This flexible, web-based system was developed by working with clients across the country that were challenged by the lead management process. [MORE]

Our Process

The Expert Business Development Methodology
“Masters at the Art of Respectful Persistence”
The process of developing high value business-to-business relationships for our clients follows a nine-step process and incorporates the concept of respectful persistence™. Expert Business Development sets the stage by handling steps one through seven, so that you can complete the following two steps in the business development process.

1. Profile Your Prospects- Identify the demographic traits of your ideal prospects (location, industry, revenue and/or employees, SIC, type of ownership, year founded, etc.)

2. Identify Prospective Clients- Match ideal prospect profile against optimum database resources and scrub database against current customers and undesirable prospect

3. Create Your Value Proposition- We work with client to develop a succinct and compelling value proposition that our agents use to create interest and perceived need. Our client often incorporates this theme into their other message vehicles.

4. Contact Prospective Clients- Our senior-level, experienced, seasoned agents reach out to prospect business owner and senior officers through initial telephone contact. Working with gatekeepers is an integral success factor in this process.

5. Validate Decision Maker and Other Critical Data- Every database contains old and inaccurate information. Our agents confirm key data (name of decision maker, revenue, etc.) and gather information that may not be in database (e-mail address, fax number, etc.)

6. Present Your Case- We tell your story to every decision maker that we talk to regardless of where they are in the “buying cycle”. Through this process we plant the seed for future follow up as well as gather referrals to others in their industry.

7. Set Appointment or Establish Follow-Up Activity- Where there is immediate interest we book an appointment for a face-to-face meeting, a telephone conference or a Web hosted presentation. When there is need to follow up with the prospect, a reminder is created and tracked. When an appointment is made our client receives a detailed “lead sheet” with confirmed demographics, current competitive information and a narrative recapping the intelligence gathered from conversations with the prospect.

8. Face-To-Face, Phone or Web Presentation- Our client makes the actual sales presentation and “carries the ball” from there.

9. New Customer Relationship Established- Our client closes a new customer relationship.