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Global Networking
Rio Info Portugal
Thomas Nash, CEO, Xalles Limited
twnash@xalles.com
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Xalles Overview
Overview
Xalles is an innovative business management consulting firm specializing in electronic payments worldwide. Xalles advises and
assists clients in strategic planning, business and technological transformations, and business operations. Xalles has a mobile
group of experienced personnel in 13 countries across 5 continents and supplies business strategy and payment systems
development, design and implementation services.
Xalles Limited
Xalles
Xalles Xalles
Advisory &
Consulting Technology
Investment
Consulting Services: Technology Services: Advisory & Investment Services:
Market analysis Systems Design Business Strategy
Solution strategy Systems Development International Marketing
Product design Systems Implementation Investment/Holdings
Project Management System Operations Advisory & Governance
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Global Networking Challenges
1. The expanding global marketplace and increased
competition (your backyard is losing its fence)
2. The need for direct contact to close deals
3. Multitude of industry events to choose from
4. Time and expense of travel
5. Plethora of social business networking sites
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Basic Business Development Cycle
1. Lead Generation
2. Qualification
3. Presentation/Q&A
4. Identify Specific Opportunity
5. Proposal
6. Contracting
7. Implementation
8. Account Management
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Traps
Trap Preferred Approach
Too many contacts on social Quality is better than quantity
networking contacts
Selling on social networks Use the networks as contact and lead
generation tools and not as sales tools
Aggressive tactics for introductions Create the mutual need for contact
and referrals (the raging bull (create a spider web and lead them to it)
approach)
Stick Carrot
Reliance on social networks Leveraging promotion and public relations
techniques to get more out of the
networking contacts
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A Better Approach
1. Analyze your needs
2. Research your targets
3. Understand the relationship linkages to get to the target
4. Use referrals if possible or go direct through these tools:
a. Associations
b. Business Networks (LinkedIn, etc) – use groups and direct contact
c. Social Networks (Facebook, etc) – use referrals where possible
5. Outreach – use the element of ‘Interest’ and ‘Mystery’
6. Orchestrate the meeting to achieve the objectives
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Conference/Trade Show Tips
1. Pre-event preparation
a) Who do you want to meet?
b) Partnership and target client objectives
c) Elevator Pitch prepared
2. Opportunities to meet prospects
a) Social events
b) Booth traffic
c) Casual meetings
3. How to set up the followup scenarios
a) Upcoming meetings
b) Drop by the booth
c) Upcoming events, drinks and meals
d) Call or write (less effective)
4. Time Management
a) The 25-75 rule (time with partners versus prospects)
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Questions and Answers
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