see title

1. Business Development Support
Economics
Large
Decision? Customized/
(criteria) Personal
Addressable
Client Size /
Spend
Standardized/ Decision?
Technological (criteria)
Small
Low Revenue Potential / High
Complexity /
CSC
1

2. Business Development Support
Marketing Economics
High High
Invest Invest
Decision? Customized/
to become to retain or
(criteria) Personal
Attractiveness
Leader grow Position
Revenue
Market
or ROI
Invest
Limit Standardized/ Decision?
to maintain and
investment Technological (criteria)
maximize Profits
Low Low
Not Competitive Favourable Minimal match Strategy Match
Favourable Position
2

3. Business Development Support
Selling Proficiencies
High
Business Partners
Farmers
Business
Relationship
Developers
Depth of
Sellers Hunters
Low Tellers
Low Knowledge of High
Competition
3

4. Business Development Support
Selling the Way the Account wants to Buy
High Business
Partners
Repetitive Sponsor
Trust
Solution Competitive
Low Commodity
Low Importance High
4