Training_BD

Course Booking: SiewChing@juniasia.com

Menu (2016)

Target

Corporate Business Track
For: Business Development
Managers, Executives,
C-Level, Outsourcing
Specialists/ Practitioners
Sales Force Teams, Marcom,
Account Managers,
Relationship Managers & More.

Scope

Sales Pipe
Set Targets
Revenue Forecast
P&L Projections
Timeline
Limitations
Reality vs Planning
Tools, Hands-On
Results
Review

No Text Book Solutions .
No Theories.
No Unattainable Goals
Timeline Driven. Realistic & Hands on.
Trainee / Company Led.
Reiterate &
re-strategize
Based on real case studies & experiences
Consultants -more than 30 years In Outsourcing
Covers Fortune 500 accounts
Global MNCs Outsourcing leaders
Industry Verticals

Common Issues

Lack of focus & planning

Too many targets & lack of conversion

Opportunities Vs Real Potentials
Tenders Vs Direct Client Acquisitions
Good at opening Vs Lack of Closing
Timeline Spent on sales/BD activities
Where to look
Competitor tracking Or Create New Breakthrough
Sales/BD targets not aligned with revenue forecast
Pricing & market reality
Limited Calendar Year-Timeline
Quantified in Hours, Days, Months & Quarter/Year
Introduce, Pitch & Stages In Sales/BD
Sales Planning Started Last FY2015 –NO?
CE- Management Goals – Wide Or Real
Milestones & Goal- Assessment
When is too late for planning Or re-alignment?
Re-strategize and align as company/corporate
What to keep/ What to Drop?, ROI on events.
Existing clients – expansion of services