1. What’s
new
in
biz
dev?

2. 7
Key
elements
of
new
business
strategy
• Inbound
marke-ng
-­‐
Capture
and
track
leads
• Content
marke-ng
–
editorial
plan
• Social
media
–
growing
presence
• Plan
how
to
build
rela-onship
between
awareness
and
purchase
• Mul--­‐touch,
nurturing
campaigns
• Re-­‐marke-ng
• Demand
genera-on
and
automated
marke-ng
–
autoresponders

3. Pitching
is
going
out
of
fashion
Crowdsourcing
and
freelancers
–
Victor
and
Spoils
Low-­‐value
projects
not
put
out
to
tender
Need
for
brands
to
have
a
range
of
agencies
on
roster
with
diverse
skills
E-­‐Auc-ons
and
procurement
driving
down
margins
[IBM
Emptoris,
Ariba]
Poorly
run
pitches
discourage
quality
par-cipants
-­‐ High
number
of
agencies
on
the
pitch
list
-­‐ Too
liOle
-me
given
to
respond
to
pitch
-­‐ No
budget
allocated
to
brief
-­‐ Increasing
number
of
hoops
-­‐ Addi-on
of
‘reverse
auc-on’
step
Good
prac-ce
pitching
guidelines

4. Inbound
Marke@ng
Tools
to
drive
brand
engagement
Pop
ups
and
light
boxes
Searchable
URLs
Commen-ng
on
others’
blogs
and
newspaper
websites
Reverse
IP
Lookups
Give
away
your
exper-se

5. How
to
build
credibility
for
your
exper@se
• Show
off
• Give
away
your
advice
(Xero,
Technora-
Media)
• Use
the
media
in
which
you
are
expert
• -­‐
an
app
developer
who
doesn’t
have
an
app
• -­‐
a
direct
marketer
without
a
mailing
list
• -­‐
a
digital
agency
who
doesn’t
blog
• -­‐
a
PR
agency
who’s
not
in
the
press
• Be
very
available
to
your
prospects