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Business Development

Business Development

Through the membership program, client companies will be promoted through:

  • The SEIT Website
  • Networking Groups
  • Online Groups

Client companies will be introduced to potential new clients, on an ongoing basis through various networking groups.

The SEIT Online Forum will enable members to post opportunities and requests for information.

SEIT offers a business development service (to members) comprising of a number of techniques and responsibilities which aim at gaining new customers and at penetrating existing markets. Techniques used include:

•           Assessment of marketing opportunities and target markets

•           Intelligence gathering on customers and competitors

•           Generating leads for possible sales

•           Advising on, drafting and enforcing sales policies and processes

•           Follow-up sales activity

•           Formal proposal or presentation management and writing

•           Pitch and presentation rehearsals

•           Business model designs

Business development involves evaluating a business and then realising its full potential, using such tools as:

•           Marketing

•           Information management (sometimes conflicting with knowledge management)

•           Customer service

Member companies aiming to withstand competitors never stops business development, but engage in it as an ongoing process.

Business-development roles may have one of two modes:

1.          Sales-oriented (client-facing); or

2.          An operational function to support sales.

Small to medium-sized companies often do not establish procedures for business development, instead relying on their existing contacts. Or people in such companies may assume that because they know people in high places that this will solve any business-development problems and that somehow new financial transactions will come to them. Such thinking can have significant ramifications if one cannot exploit those relationships, which very often remain personal or weak. Such a situation may result in no new sales in the pipeline.