Philip Walcoff - "The Fast Forward MBA in Business Planning for ...

Philip Walcoff - "The Fast Forward MBA in Business Planning for Growth"• Hold regularly scheduled business-development meetings tocoordinate all business-development actions.• Develop and use a bid/no-bid decision-making tool.• Develop a standard (companywide) business-developmentprocess and supporting procedures.(Table continued on next page)Page 45TABLE 4.1 (Continued)• Retain a business-development expert to support thedevelopment of a process.Issue 11. We are not known in our marketplace; we have novisibility, no image.• Develop a marketing plan addressing advertising and publicrelations and a budget to support it.• Develop market visibility goals and objectives (see Chapters7 and 8 for examples).Issue 12. We don't know how to grow our business; we don'tknow our market sufficiently to identify new business, and wedon't understand our competition.• Develop and implement your business plan.• Hire, on a full-time, part-time, or consultant basis, someonewith a marketing and sales track record in your market.Issue 13. Our business-development budget doesn't exist or isnot sufficient to pursue the level of business we need to growand prosper; we're not sufficiently investing in our future.• Find the money—you won't succeed without marketing andsales.file:///C|/Documents and Settings/gasanova/Local Settin...Forward_MBA_in_Business_Planning_for_Growth/e-book.html (56 of 219)16.02.2005 13:54:23