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Business Development for start

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Dr Andrew Kimmance PhD, MSc, BSc, MAPM, CIOB, AHEA

The document outlines the requirements for establishing a new business development process at Woodroc Manufacturing. It discusses establishing an organizational structure with clear roles and responsibilities, developing a strategy that focuses on target markets and customers, and implementing processes for marketing, sales, and quality control. An effective business development system requires thorough planning, monitoring, and addressing requirements across key areas like production, human resources, and information technology.

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New Business Development @ Woodroc Manufacturing Dr Andrew Kimmance PhD.Eng; MSc-Eng; BSc-Eng; MAPM, MCIOB; AHEA PD & Business Development Manager 02/12/2015 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) 02/12/2015 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. 02/12/2015 Innovative Development 3
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 02/12/2015 Innovative Development 4
A Methodology - 8 W’s • Why? • Who? • What? • Where? • Wants? • Wealth? • With? • Way? “Without this, what is it all for, Failure” 02/12/2015 Innovative Development 5 success, rewards, survival, failure managers, teams, partners, suppliers direction, products, plan, identify, define markets, contractors , sales, clients strategy, resource, leaders, commitment budgets, resources, capital, liability training, skills, IT, plan, empowerment simplistic, 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” 02/12/2015 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 02/12/2015 Innovative Development 7 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) 02/12/2015 Innovative Development 8
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 02/12/2015 Innovative Development 9
Business Development Process • catalogue • specifications • knowledge • clients • process • team Selling & Sales Product Designs 02/12/2015 Innovative Development 10 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” 02/12/2015 Innovative Development 11
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. 02/12/2015 Innovative Development 12 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) 02/12/2015 Innovative Development 13
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 02/12/2015 Innovative Development 14
Systematic Technique for Analysing Requirements (STAR) 02/12/2015 Innovative Development 15 Quality Production  Procurement  Contracts  Liability  Requirements  Drawings  Software  Arch Practises  Catalogues  Techniques  Activities  Scheduling  Duration  Planning  Estimates  Budgets  Control  Processes  Plant  Systems  Risk  Safety  Standards  Planning  Control  Assurance Human Resource Advertising Business Development  Products  Equipment  Maintenance CRMERP Organisation Structure
Questions • Ideas – Please • Reflection, and • Feedback • Lessons learnt • Recommendations • Implementation 02/12/2015 Innovative Development 16

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Business Development for start

  • 1. New Business Development @ Woodroc Manufacturing Dr Andrew Kimmance PhD.Eng; MSc-Eng; BSc-Eng; MAPM, MCIOB; AHEA PD & Business Development Manager 02/12/2015 Innovative Development 1
  • 2. 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) 02/12/2015 Innovative Development 2
  • 3. 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. 02/12/2015 Innovative Development 3
  • 4. 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 02/12/2015 Innovative Development 4
  • 5. A Methodology - 8 W’s • Why? • Who? • What? • Where? • Wants? • Wealth? • With? • Way? “Without this, what is it all for, Failure” 02/12/2015 Innovative Development 5 success, rewards, survival, failure managers, teams, partners, suppliers direction, products, plan, identify, define markets, contractors , sales, clients strategy, resource, leaders, commitment budgets, resources, capital, liability training, skills, IT, plan, empowerment simplistic, innovative, right approach
  • 6. 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” 02/12/2015 Innovative Development 6
  • 7. Organisational (example) Financial Manager Corporate Manager Projects Manager General Manager Sales Manager Marketing Manager Design manager Advertising Manager Operational Manager Production Manager Administration Manager 02/12/2015 Innovative Development 7 Team leader Team leader Team leader Plant manager
  • 8. 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) 02/12/2015 Innovative Development 8
  • 9. 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 02/12/2015 Innovative Development 9
  • 10. Business Development Process • catalogue • specifications • knowledge • clients • process • team Selling & Sales Product Designs 02/12/2015 Innovative Development 10 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
  • 11. 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” 02/12/2015 Innovative Development 11
  • 12. 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. 02/12/2015 Innovative Development 12 WHY? who, where, what, with, way WHY? WHY?
  • 13. 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) 02/12/2015 Innovative Development 13
  • 14. 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 02/12/2015 Innovative Development 14
  • 15. Systematic Technique for Analysing Requirements (STAR) 02/12/2015 Innovative Development 15 Quality Production  Procurement  Contracts  Liability  Requirements  Drawings  Software  Arch Practises  Catalogues  Techniques  Activities  Scheduling  Duration  Planning  Estimates  Budgets  Control  Processes  Plant  Systems  Risk  Safety  Standards  Planning  Control  Assurance Human Resource Advertising Business Development  Products  Equipment  Maintenance CRMERP Organisation Structure
  • 16. Questions • Ideas – Please • Reflection, and • Feedback • Lessons learnt • Recommendations • Implementation 02/12/2015 Innovative Development 16