10 Step Guide to Successful Business Development

Starting your own business is no joke and will require some considerable preparation on your part as an upcoming entrepreneur. In order to increase your chances of success in business, you will need to master powerful business development steps.

Here is the 10 step guide to a successful business development:

1. Develop personal and business objectives
Many businesses fail because the business owners do not have a sense of direction. Developing and stating your personal and business goals will serve as your roadmap and provide you with a sense of direction.

2. Identify a feasible market sector for your product(s) and or service(s)
Some people fail in business not because they do not have the finances to start-up their business but because they have a product or service that no one wants to buy. In order to reach professional development in business, you will need to listen (attentively) to the marketplace. Clearly identify an unmet need of customers prior to developing a product to satisfy their needs. Yes, you may be a smart business person, but if the market does not support you, you can say a big farewell to attaining professional development.

3. Work on your marketing plan
The main purpose of developing a marketing plan is to simply explain how you wish to create and maintain clients/customers in order to make a profit. The plan will also need to state the following:
– Your target market
– How you intend to penetrate the market
– Why your sales campaigns will be successful
– How much you will sell within the period of one year and over the next 5 years.

Your marketing plan will eventually be a pretty strong part of your professional development plan.

4. Write down a rough version of your company’s business plan
This is an outline of the path that you wish to take your business, a breakdown of your company’s strengths and weaknesses and a framework from which your official business development plan will be created.

5. Find out your monetary needs
Some companies fall flat like a pack of cards because they do not know diddly squat about the cost of keeping their company in business. As soon as you have developed your business plan, it is easier to determine your monetary requirements.

6. Put together your main teams
Before you develop your official business development plan you need to ensure that you form a good management team.

7. Conclude your financing requirements and put together an official professional development plan
Your business plan should without a doubt, show that your business can sell a sufficient amount of goods and or services to make a reasonable profit and is also good enough to attract prospective backers. Remember, this document will be used in order to secure financing to launch your business – so it has gotta be good!

8. Come up with a good marketing strategy to obtain financing
You will need to come up with a solid marketing plan to sell yourself and your business to financiers to raise money to get your business off the ground.

9. Market your business plan effectively and attract funds on your terms
Use negotiating tools which will give an edge over your competition and make it possible to attract funds on your own terms instead of just on your investor’s terms.

10. Market your goods and or service(s) and manage your business effectively in order to achieve your objectives.
As soon as your business has taken off, you will require a pretty strong management tool and marketing techniques in order to attain a successful professional development.

Tired of Stock Market Losses? 3 Tips to Know When to Get Out of the Market

Tired of seeing losses in your investments? Ever sell at the bottom? Do you wish you could’ve gotten out sooner? Let’s face it. Most of us are terrible at timing the market. But that shouldn’t be an excuse to head for the hills. Wouldn’t it make more sense to know when not to be involved in the market, and more importantly, when you should get back in? Picking when to enter into the market can be just as important as what you pick.

Of course, it may seem easier to avoid the market altogether by just investing in bonds or real estate. But getting out of the market forever is not necessarily the best thing to do. After all, the stock market has outperformed the bond market and real estate over the long term. And the most likely way for us to fulfill our investment plans is by getting the highest possible returns necessary without too much risk.

Besides, unless another investment vehicle becomes a better reflection of economic growth like the stock market, I am afraid we are stuck in investing in the market in order to get better returns in good times and bad. Or are we?

Knowing when to get in

While I have earlier suggested what investments we should focus on, we didn’t discuss when it’s a good time to buy. And that’s very important to know. Think about it. Do you just go out and buy a car any day? No, you wait for a sale or go at the end of the month when the dealers need to make their sales quota. How about clothes? Again, most wait for a sale. This is the same concept you should have with investing in mutual funds, ETFs or stocks. You wait for a sale. Here are 3 indicators I use that can help me determine when the market on “sale.”

Indicator #1: The economy

Unfortunately, “red hot sales” in the market are more or less dependent on economic growth. For example if we expect an economic slowdown over the next 6 months or longer, the stock market will most likely sell off. Why? An economic slowdown means most companies will grow less. Would you pay more for a stock in a company that will grow less? Not me!

So, one indicator to let us know whether we may want stay in the market is to ask ourselves if the economy is going to grow, to slow or to maintain its current course. To figure this answer out, you could talk with your broker or read some monthly finance magazines. Magazines like Money, Forbes or Klinger’s will have columnists dedicated to writing a one pager discussing the economic outlook. Remember, don’t make this complicated. You are just looking for a couple of professional opinions, so you can make your informed decision.

Unfortunately, looking at the economy is not good enough, since this is a very slow and vague indicator of how to handle our money. I think we can do better…

Indicator #2: Market Volatility

There is an old Wall Street adage: Stocks tend to sell off 3 to 4 times faster than they climb. Why? There are many people who already own stocks who need to get out, and are looking for buyers. No one wants to be the first one to buy when a stock or the market seems to be in trouble. Would you? So stocks fall faster than they rise.

When stocks sell off faster, volatility (which is a fancy word for measuring how much a stock’s price moves) increases. When the entire stock market sells off, the volatility across many stocks start to rise. To help see this increase in volatility across the board more clearly, volatility indicators, like the put/call ratio and the VIX, were created and can be tracked much like an index.

Here’s how it works. If the market has sold off recently, I would see a rise in the VIX index. The more the market goes down, the higher the VIX indicator climbs, just like playing on a seesaw when you were a kid. When the VIX rises to a certain point, I exit the market. I make it that simple! In my guide, I go through an example using the VIX and show specific points and strategy I use to get in and get of the market. Obviously, my timing is not perfect, but I also miss long term corrections too!

While this is a good and clear indicator, it only works when the markets get more volatile. What if you want to get in the market when it is calm or starting to rise? There are shorter term indicators that can be used.

Indicator #3: Technical Analysis

Technical Analysis is just looking at your stock’s price and volume movements on a graph, and then drawing a conclusion. It basically tries to predict future price movements from previous price movements. For example, let’s say if the stock market had a big run up or just has experienced a big sell off, you can use a technical indicator to help you determine if or when the stock market may turn around.

Unfortunately, there are literally dozens of indicators to learn, none of them work perfectly and it takes time and commitment for you to master. But for me, I do my best to focus just on combining just a few long term indicators discussed in my guide. While there is no panacea to which technical indicators work best, I found that using a combination of few indicators proves to be better than the alternative of just simply guessing when to get in or out of my positions. Many discount brokers will also offer their clients free education to help them out.

Putting it altogether

By taking a look at the overall health of the economy, a few volatility indicators and some technical analysis, I am able to better determine when to get out of my positions. In fact, I use the combination of all three. It may not be perfect, but following each approach has really helped me determine when the market goes on sale or when it’s time to get back in.

The next time you decide to get into an ETF or a stock, first ask yourself at what point should get in. If the answer is “because it feels right,” think about better ways to make that decision. And as always, have a stop program to make sure small losses don’t become catastrophes. The best investors in the world tend to be better because they not only know what to get into, but often when. Become a better investor!

Having a Spotter in Business Development

I recently watched Mark Wahlberg’s movie Shooter “again”. I really love this movie! In the movie Shooter, actor Mark Wahlberg’s character is a sniper and he lost his spotter. He died in a maneuver that went wrong. This spotter was the sniper’s good friend and military comrade. So, he recruited actor Mike Pena as his new spotter.

The movie reminds me of business development. You know, in business development, you really should not go it alone. There should be a business development team. The team would be responsible for finding new business opportunities, pitching the company’s products and services to ideal prospects, attending pre-bid meetings, attending trade conferences, drafting bid proposals, and attending competitive interviews for short-listed vendors that have responded to solicitations for bids.

For any one deal you are going after, it would be neat to have a spotter. In business development, it would be neat to have a spotter to tell you what is out there with respect to business competitive intelligence.

The spotter was the sniper’s look out man and he would advise the sniper by calling out sayings such as:

You’ve gotta get out of there!
Incoming… 2 o’clock!
They’re right in front of you!
They’re all over the place!

Not to make light of military maneuvers, but it would be really cool to have folks looking out for you in a similar way in business development settings like government agency pre-bid meetings or competitive pitch interviews. Your spotters could tell you what the prospects’ staff and what your competition is up to. This is known as competitive intelligence. If you are in there alone, you may miss out on what others hear and see with respect to business and development and business competitive intelligence.

In the Mark Wahlberg movie Shooter, my favorite line in the movie is when an elderly, retired sniper says:

“The world ain’t what it seems. The minute you think you got it figured, you’re wrong!”.

This is precisely why it is extremely important to have a business development team. The more intelligence you can gather about who your competition is, what your competition is saying and doing, what your competition is likely to do, the better you’ll be able to figure things out. Even if you cannot afford to hire someone full time, consider paying a consultant to show up and give you feedback on what she is hearing and seeing.

By Clovia Hamilton, MBA JD – President

Lemongrass Consulting Inc.

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