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The Consulting Management Process

Business Development Paths

Business Development Process Elements


1. QualifyingProspects
Identifytheuniverseoftribes(prospects)andqualifythelistdown
basedon
Assignrelationshipsmanagersforeachqualifiedprospect
SmallClientDevelopmentteamthatqualifiesallleadsandcoordinates
resourceallocation
2. KnowOurselves:personal,teammembersandfirmsexperience
Inventoryoffirmscasesandindividualskillsets
Expectationsformemorizedteamandtopics,twoexamplesofeachtype
ofworkBluestonehasdone
WeaddREALVALUE,rememberthat
3. Knowtheprocessofvalueorientedconsultativeselling
Whydotribeshireconsultants?
ArchetypalExamples
Practicetheprocess(exercises,roleplays,etc)

Bluestonewillalwaysrespondreactivelytoinquires,but
businessdevelopmentisaboutproactiveefforts

Qualifying Prospects
Oursalesuniverseisthetotalnumberoftribes,plustribalentitiesplusbusinessesinterestedinIndian
Country
OurProspectsare:
Thereare562tribes,224gaming.
Therearextribalentities(bizboards,etc)
TherearexbusinessesinterestedinIndianCountry
OurQualificationsare:
Able:aretheylargeenough,haveenoughfundstopayforourservices?
Ready:isthetimingright,dotheyhaveaneedthathassomeurgencyandthereisapriorityfordecision
makers?
Willing:dotheyuseoutsideconsultants,isthatsomethingonsomeleveltheyarefamiliarwith(legal,
accounting,etc)?
WeonlyproactivelytargetQualifiedProspects(harvestrelationshipswith,beonthelookoutforat
conferencesetc)basedontheabovecriteria
WeStartwiththosewealreadyhaverelationshipswith
Ourgoalisalwaystofocusonleadsthatwill
converttoaprojectwithin6months

Qualifying Prospects: the Funnel


UniverseofOptions

QualifyingwithCriteriaandScreens

PotentialOptions

CA
x
y
z

Target
Tribe
x

Northwest
x
AZ
x
Y
NM
x
USETandMidwest
Y
Other
y

Rationale
xxxx

xxxxx
x
Able:
Revenue
Havebusinesses
Size

Ready:isthe
timingright,
urgencyand
priority

Willing:touse
outside
consultants,
(legal,
accounting,

xx
x

xxxxx
x

Tribescaughtin
screen
x

TalktoLater
x

Educateonvalueof
outsidehelp
x

Other Entity
x

Managing Client Development


Eachqualifiedprospectshouldhaveaclientmanagerorpersonwiththeprimary
responsibilityofgatheringformationandtargeting
Oursmallclientdevelopmentteamwillguideoverallfirmtargetingandresourceallocation
ConferencePlanning
Advertising
RFPtrolling
Qualifyleads
Manageclientdevelopmentteam
Universerefining
Costofsales/RFPassessment:
Time,ResourcesandLikelihoodofSuccess

Know The Role of Marketing

Marketingisdesignedtogeneratefirmawareness,nothingmore,nothingless
AirCover:advertisingandconferencesponsorshiparedesignedwithtwogoals

Pushinformationaboutourfirmouttothepublic

Makeintroductionswarmerfornewrelationships(iewewanttheresponse,sureIseeyouguys
everywhere,Iheardofyourcompanyetc)

Tocreatepullsuchthattriballeaderscometouswithadesiretodiscusshowourfirmcanhelp
them(notthisisgenerallyrare)

LeaveBehinds:brochures,letters,andcasesandsucharemeanttobesupplementarymaterialthatwe
canleavebehindaftermeetingsand/orincorporateintoourpresentations.
Morestickysothatweareremembered
Connectedinpeoplesmindstovarioustribesweveworkedfor
Marketingforadvisors(lawyers,accountants,us)isusuallybasedonrelationshipsbuilding:meals
golf,etc.
Thebestmarketingintheworldwontbringusclients,anditsexpensive!
Itisonlydesignedtohelpourpartners,notbeasubstituteforthem
Remember:marketingisnotbusinessdevelopment!

Value Oriented Personal Business Development


ClientDevelopment

Outreachand
Outreachand
Reaction
Reaction

Listening
Listening
for
for
Needs
Needs

RelationshipDevelopment

MatchOur
MatchOur
SkillstoThere
SkillstoThere
Needs
Needs

Decision
Decision
Maker
Maker
Discussions
Discussions

Whatitis

Whatitis

Targetingdecisionmakers
andinfluencers

DiscussingpastBlueStone
Projects

Understandingkeyissuesfor Findingoutwhoisthedecision
eachtribe
makerforagivenproject
Whatitisnot
Conferences

Typicallyacouncil,boardor
governorpresentation

Associations

Whatitsnot

Siftingthroughnational
Trends

Pitchingprojectswedontdo

Newideas

Morenetworking
Overpursuinganondecision
maker(Directororfrmleader)

ProjectDevelopment

Proposal
Proposal

Iterateproposal
Iterateproposal
withdecision
withdecision
makers/CLOSE
makers/CLOSE

Resource
Resource
Allocation
Allocation

Internalpricing Determine
changesfor
andtime
proposal
requirements

Book
administrative
support

Matchingstyle Identify
roadblocks
ofproposalto
styleofclient MapoutBlue

Booksubject
matterexperts

Stonefollow
upcontacts

Identifyand
costoutsubject
Schedule
materexperts

discussion
meetings

Makeinitial
datarequest

Schedule
primaryclient
meetings
Schedule
internalteam
checkins

Current Relationship to Sale


ClientDevelopment

Outreachand
Outreachand
Reaction
Reaction

Listening
Listening
for
for
Needs
Needs

AlvinandTesuque:6mths

Current
Relationship
ToSale

RelationshipDevelopment

MatchOur
MatchOur
SkillstoThere
SkillstoThere
Needs
Needs

Decision
Decision
Maker
Maker
Discussions
Discussions

AlvinandTim
explainedtocouncil
AlvinknewGovernor
howtheirneeds(strat
Mitchellfromhispastwork
planning,RVstore
andfromtribalproximity
andlandacquisition)
Alvinheardtheyhadsome
wereareasBlueStone
needsthatcouncilwas
hadexpertisein
lookingatoutsidehelpfor
Councilagreedthat
Alvinarrangedinitial
BlueStoneshould
meetingwithtribalcouncil
comebackwitha
whereBlueStonegeneral
proposaloneach
infowaspresented
BlueStonetooknotesof
theirspecificneeds

ProjectDevelopment

Proposal
Proposal

Iterateproposal
Iterateproposal
withdecision
withdecision
makers/CLOSE
makers/CLOSE

Resource
Resource
Allocation
Allocation

Internalpricing SawTesuque
atCalifornia
andtime
conference
requirements

Theproject
requiresshort
turnaround

TimandAlvin
up
crafted
Arranged
proposals
follow
meetingwith
Johnapproved
Governorto
pricingand
iterateterms
timing

Timcanbe
projectlead

andfollowed

IdentifyRV
projectas
placetostart

Supportfrom
oursubject
matterexperts
in
intheRVand
Cstoreareas

Conference Meeting to Sale


ClientDevelopment

Outreachand
Outreachand
Reaction
Reaction

Listening
Listening
for
for
Needs
Needs

JamieandIsleta:3mths
JamiemeetsPresident
Luceroataconference
Conference
Meeting
toSale

RelationshipDevelopment

MatchOur
MatchOur
SkillstoThere
SkillstoThere
Needs
Needs

Decision
Decision
Maker
Maker
Discussions
Discussions

Jamieexplainsthat
BlueStoneoffersthat
serviceand

Theyhavediscussionabout Jamieofferstocome
outtopresentto
thenewCounciltakingover
Council
atIsletaandtheirdesirefor
Jamiehasinitial
somehelp
meetingwiththe
Helpforthepresidentatthat
Presidentandthey
timewasdevelopingagame
agreeon1day
planforthenewcouncil
introductionsession

ProjectDevelopment

Proposal
Proposal

JamieandJohn
writeashort2
pageproposal
foraoneday

workshop
BlueStone
hiresTim
Kellerandputs
himonthe
Isletateam

Iterateproposal
Iterateproposal
withdecision
withdecision
makers/CLOSE
makers/CLOSE

Resource
Resource
Allocation
Allocation

President
Luceroagrees
butaddsmore
tothescope

Tim,John,Kim
andJamieare
staffedtothe
workshop

BlueStone
agreesbut
addsinaclear
commercial
forfollowon
work

Totalof3days,
ondayofprep,
onedayof
travelandone
dayof
presenting

Referral To Sale
ClientDevelopment

Outreachand
Outreachand
Reaction
Reaction

RelationshipDevelopment

Listening
Listening
for
for
Needs
Needs

MatchOur
MatchOur
SkillstoThere
SkillstoThere
Needs
Needs

BrianandSeminole:2mths
BrianknewTinaOsceola
fromworkatUSET

ReferralTo
Sale

ThroughBrianandTinas
work,Brianbegan
discussingBlueStone
JamieandTinareconnected
separatelyandintroduced
John
JohnandTinadiscussed
currentstructuralsituation
withtribalofficers

Decision
Decision
Maker
Maker
Discussions
Discussions

Johnconnected
Seminolesneedfora
neworganizational
structureandstrategy
withBlueStones
capabilities
JohnleveragedTinato
agreetolookata
proposalfromBlue
Stone

ProjectDevelopment

Iterateproposal
Iterateproposal
withdecision
withdecision
makers/CLOSE
makers/CLOSE

Proposal
Proposal

JohnandTina JohnandJim
Rakeriterated
decidedto
termsof
breakupwork
proposal
intomodules

Resource
Resource
Allocation
Allocation

Timstaffedto
leadproject
Interviews
wouldbe
dividedupbya
4personteam
togetwork
donefaster

Tinagotthe
Thefirst
officersto
modulewould
agreetothe
alsoenable
work
BlueStoneto
Brianfollowed
meettheother
upwithothers Final
Officers
presentation
heknewatthe
throughthe
tribelikeJoel
wasscheduled
interview
Frank
inadvance
process

Jamie
followedup
withTina

New Work form Current Client


ClientDevelopment

Outreachand
Outreachand
Reaction
Reaction

Listening
Listening
for
for
Needs
Needs

RelationshipDevelopment

MatchOur
MatchOur
SkillstoThere
SkillstoThere
Needs
Needs

Decision
Decision
Maker
Maker
Discussions
Discussions

TimandIsleta:3weeks

NewWork
from
Current
Client

Timdiscusseswith
Johnourcapabilities
Timdevelopedrelationship
andsubjectmatter
whileworkingatIsletawith
experts
TinotheTreasurer
TimandJohnconsider
TinotipsoffTimthatthe
pricingandhoursin
RVsandFunConnectionare
advanceofbringingit
introubleafterameeting/in
uptocouncil
sideconversationonthe
Cstores

TimandJohnagreeto
floattheideaatthe
nextcouncilmeeting
afterourCstore
presentation

ProjectDevelopment

Proposal
Proposal

Iterateproposal
Iterateproposal
withdecision
withdecision
makers/CLOSE
makers/CLOSE

Councilagrees Contract
totheworkw/o extension
approvedat
aproposal
thenext
council
meeting

Directorsare
notifiedofthe
newBlue
Stoneproject

Resource
Resource
Allocation
Allocation

Timassignedas
projectleader
Johnfindstwo
subjectmatter
expertforinitial
phonecalls

Example Qualifying Sheet

Example Status Qualifying Sheet 2


Tribe

Returning

New

Know

Opportunity

Resources

Ldrsp Term

Lawyer / Lobbyists

Taos

1yr,return

SanIldefonso

2ndof2yr,return

PeterChestnut

Navajo

1stof4yr,prevVP

StuartPaisano

Mescalero

2ndof2yr,return

CateStetson

Tesuque

1yr,return

MaxineVelasquez,CharlieDorame

Isleta

1stof2yr

Jicarilla

2ndof2yr,return

Acoma

1yr,return

Tribe

Returning

New

Know

Opportunity

Resources

Pojoaque

4th1yr,return

OhkayOwingeh

1stof2yr

Sandia

1yr

TomHoran,

SantaClara

3rd1yr,final,return

Laguna

1stof2yr

Nordhaus(TeresaLedger),JDBulliton

Zia

2nd1yr,return

DrewSetter

Nambe

3rd1yr,return

PeterChestnut

Picuris

1yr,return

Zuni

1stof4yr,return

Cochiti

1yr

SantoDomingo

1yr,prevltgov

MarkDuran

SanFelipe

1yr

Jemez

1yr

Tier2
Lawyer / Lobbyists

Example Status Tracking Sheet