A Practical Guide to getting to the Next Level in Business.

3. A major challenge in business development is that the
majority of the value-creation activities in an organiza-
tion seem to be hidden and thus not fully recognized
or valued by management or stakeholders.
Business Development Professionals play a key role in
the growth of your business.
-DL Harris
From Success, Happiness, & Cashflow: 8 Secrets to Strategic Growth & Profitability

5. “the world is changing much
faster than most businesses
and organizations can adapt…”
-Robert Kiyosaki
Author Rich Dad, Poor Dad and Cashflow Quadrant

6. 85% of executives see complexity, in one form or the
other, as the main barrier to seizing business opportunities
and being successful in an ever changing world.
From Harvard Business Review IdealCast interview with Chris Zook from Bain & Company 2012

7. “Success breeds complacency. Complacency breeds failure.
Only the paranoid survive.”
-Andrew Grove
Chairman and former CEO at Intel Corporation

8. Understanding and applying the right analytics & growth
strategies are not only essential to an organization’s
health, but also for developing new solutions that enable
growth and economies of scale in a rapidly changing,
unpredictable and connected business ecosystem.

9. “We need to increase our new sales by
12% in order to remain on par with
our growth plan.”
-General Manager, Manufacturing Company
This Manufacturing firm was planning major expansion and thought they
needed to increase sales more rapidly. We helped the management
team with an overall business evaluation and what they initially thought
to be a cashflow problem simply came down to reorganizing their re-
sources and refocusing on eliminating hidden waste. The result was a
reduction in costs by 3.2% which was the equivalent of a 9.3% increase
in new sales.

10. Most managers & owners are not trained well-enough to
distinguish the difference between a business symptom
and a business problem.

11. “I want an employee productivity plan my team can
own and drive”
-Business Owner, Retail Chain Stores
The Owner and her management team of a fast-growing chain had ambitions of one day taking their
company public. They asked us to do a employee productivity audit and design an effective perform-
ance plan.
We found that productivity levels to be sub-par and provided a program that increased productivity by
27%.

12. Unhappy people are unproductive people. Statistics indicate
3 out of 4 people define their work as stressful* and
often think about jumping ship.
*Survey Source: http://meettheboss.tv/article/14/Work-Related-Stress-Statistics

13. Benchmarking is the process of comparing business proc-
esses and business metrics against industry standards.
It also determines how it is measured and who sets it.
Business Development Professionals can play a critical
role in developing your benchmarking dashboards and
controllers.

14. “It is the set of the sails, not the direction of the
wind that determines which way we will go.”
- Jim Rohn

15. To improve profitability & growth opportunities,
organizations will need to periodically evaluate,
analyze competition and realign their workflow
processes, organizational resources and growth
strategies based on key principles of strategic
growth & business development.

16. Over 1200 industry & business types hire
BUSINESS DEVELOPMENT PROFESSIONALS to compete.

17. “If you know the enemy and know yourself, you need
not fear the result of one hundred battles.
If you know yourself, but not the enemy, for every vic-
tory gained, you will suffer a defeat.
If you know neither the enemy, nor yourself, you will
succumb in every battle.”
- Sun Tzu, Art of War

18. Business Development Professionals can help you build great
market position by locating, developing, defining, negotiating
and closing business relationships.

19. As a leader of your organization, you need a solid understanding of your market
and up-to-date economic conditions. Business Development Professionals provide
you with an arsenal tools required to plan for growth and success.

20. “We’ve built a great little company and now we want to exploit its full potential”
-Business Owner, Transportation Services
The CEO of this small transportation firm was looking for way to take his small fleet operation to the next level. The capability of his
management team and support staff was seriously being questioned by potential investors. We implemented a process to engage his
staff to discover what were the root causes of their questionability as perceived by the investment firm. We were also asked to design
and set up a strategic growth plan.
Through a three-month training program, we strengthened the capability of the staff and restored enough credibility to the team that the
company was able to receive funding. And upon funding, we launched a 3-year strategic growth plan. That implementation led to the
relationship with a new Fortune 500 client and two new sales revenue channels.

22. execution, execution, execution
Business Development Professionals are the driving force in the development of
the work ethic, culture and values of the sales and business development group.
Through personal examples, they establish the style and approach which will char-
acterize an Organization’s dealings with the marketplace.

25. Experienced Professional
25+ years
Business Owner
Business Manager
Sales Professional
Serial Entrepreneur
VP of Business Development
Senior Business Strategist

26. Exceptionally Valuable
Savvy Business Developer
Trained Gunslinger Sales Pro
Trained Business Analyst
Trained Financial Modeler
Seasoned Operations Manager
Corporate & SBE Trainer
Author, Moderator & Speaker

27. Remarkable Results
68.3% close rate*
1200% sales growth*
$100,000 consulting deals
$225,000 construction deals
$750,000 sports marketing deals
$25 million in transport contracts
$52 million municipal partner deal

28. Connect with DL Harris today!
********
derek@zaggmedia.com
http://linkedin.com/in/dereklharris
http://twitter.com/whatDLtweets

29. Written and Produced by: DL Harris
Published by Zagg Media Publishing
© Copy written 2012, Zagg Media Properties, LLC
IMAGE SOURCES:
PAGE XX: (rocket factory) http://exploration.grc.nasa.gov/education/rocket/gallery/saturn/saturn2.html
PAGE XX: (flight crew) http://www.nasa.gov/mission_pages/apollo/apollo11_40th.html
PAGE XX:(market position) http://www.indian-nse-bse-sharemarkettips.com/
PAGE XX: (chart course) http://ncfp.wordpress.com/2012/01/12/ncfp-help-chart-our-new-course/