Bees were selected as a metaphor for Crozier business developers because they are socially complex and highly productive, which contributes to a well-structured, successful organization (hive).
A “bee” has referred to a meeting of people who work together to benefit their group since at least the 1700’s.
Bees are famous for being industrious, and the comparison of busy people to bees goes back to at least the 16th century. In 1717, the English poet Isaac Watts used the phrase in a moral poem advising against idleness and mischief: “How doth the little busy bee/Improve each shining hour,/And gather honey all day/From every opening flower!”
BeezDev Playbook
WELCOME TO OUR JOURNEY
This playbook will serve as Crozier’s Business Development (BeezDev) Plan. It aims to capture and train the best practices of Business Development. Our Crozier Colony will work to ensure that we can all thrive in the long term –every bee has a responsibility to contribute to this.
What is Business Development?
Business Development (BD) is the act of identifying and developing opportunities for work. BD comprises of several tasks and processes generally aiming at developing and implementing growth opportunities with other organizations.
Many consulting firms equate this to finding and winning new projects. But many individuals don’t see themselves as salespeople.
The terms “marketing” and “business development” are often incorrectly used interchangeably, when in reality they are very different activities.
Marketing refers to the development of materials and tools that support the developing of relationships and winning of work, and includes things such as advertising, public relations, and developing materials.
Why do we need a BD plan?
• To improve Crozier’s overall Business Development success
• Change our behaviours and way of thinking
• Establish relationships with other potential business partners
• Introduce new customers and transition existing Clients to the next generation of Bees
Purpose of the BeezDev Playbook
The Playbook includes educational workshop sessions to present an assortment of topics and skills that will allow our BeezDev Candidates to enrich the client relationship management culture at Crozier. BeezDev Candidates will have an incredible opportunity to enhance their skills and play an essential role in overall company success.
In order to grow, we need to expand our swarm of people involved with sales activities. This is where our BeezDev’ers come in. By nurturing our existing talent and expanding our hive, we can pursue projects that align with our Crozier values and direction.
By empowering our BeezDev’ers and providing the tools they need, they will have a great impact on identifying and securing sales opportunities.
The 5 BEE’s of Business Development (BD Cycle)
The 5 BEE’s of Business Development
01. The BIG Picture
BEE in Touch
Build your Hive
Close the Deal
BEE Better
Workshop Sessions 01-05 are provided to explore and educate BeezDev’ers about the 5 Bee’s.
Goals of BeezDev Training
We want our client facing BeezDev’ers to have the skills they need to build, nurture and maintain client relationships.
The BeezDev Playbook and associated training workshops are designed to prepare our Bees to enter the sales cycle and confidently execute the 5 Bee’s of Business Development. By actively listening and offering value, we can establish trust and credibility, laying the foundation for potential collaborations or partnerships that benefit all parties involved.
Objectives for each BeezDev’er:
• Learn how to identify business opportunities
• Understand how to relate to different types of clients
• Learn how to re-establish struggling client relationships and nurture strong, enduring relationships
• Have open conversations within the BeezDev group/don’t be afraid to ask for clarification
• Become empowered to conquer the marketplace
BeezDev Candidates Should:
• Put emphasis on clear and constant communication
• Work towards perfecting teamwork
• Flexibly adapt to their environment
• Expand personal and professional growth
• Embody the core values of the company
Workshops Overview
Key to the BeezDev Playbook are the workshop sessions that directly correspond to the 5 Bee’s of Business Development. These workshop sessions are designed to present the sales cycle, introduce techniques to advance customer relations and enhance overall skills that will create a holistic instructional business development program.
The Big Picture WORKSHOP
“Don’t tell the story be the story”
- Ross Stoddard
Looking at the bigger picture and establishing who your target clients are will help BeezDev’ers think through how to identify opportunities and solutions that will bring value.
Understanding the Big Picture includes:
• Turning issues to opportunities
• Proactively seeking new business opportunities
• Staying up to date on competition
Do your Research
• Who do you want to work with?
• Where can you find new clients/new opportunities?
• Strategic networking and events
• Understand needs and desires of target clients and identify gaps in the market and opportunities for growth
Explore Specific Issues and Needs
• What does this client need from us?
• Crozier’s ability to provide innovative solutions
• Be an expert in all our service offerings
Confirm the Opportunity
• Go/No-Go
• Is it strategic?
• How can Crozier bring value?
BEE in Touch WORKSHOP
“Networking Isn’t how many people you know; it’s how many people know you”
- Amit Kalantri
The workshop session will help identify how to approach clients. What do you want to say and how are you going to say it? This will serve as the basis for all interactions you’ll have with the client.
• Be a problem solver(knowledge of our full suite of services)
• Know your audience and how to communicate effectively
• How to network
• Effectively preparing for meetings
• Follow up after meetings
Build and Maintain your network
• Attend industry events – be visible
• Join and volunteer with professional organizations
• Use social media to connect with industry leaders
• Stay in touch and follow up with clients
• Offer help and advice
• Celebrate achievements
• Create personal connections
Innovate the way you network
• Establish strong relationships with prospects
• Meet in person – conferences, trade shows, industry events
• Browse online networks such as LinkedIn
BEE in Touch WORKSHOP
“Networking Isn’t how many people you know; it’s how many people know you”
- Amit Kalantri
Nurture Prospects
• Open lines of communication – phone calls, emails, virtual meetings, in-person meetings, socialize!
• Understand their needs, listen well!
• Learn how to address their concerns
• Show support and ensure they feel heard and understood
The Crozier Way
• Understanding our suite of services (summaries/ elevator pitches)
• Looking beyond specific client requests to recognize value-added opportunities/cross-selling
Value Proposition
• Identify specific business opportunities
• Create a customized solution-oriented approach
Meeting Preparation
• Logistics (who are you meeting with, location, timing)
• Meeting Agenda
• Planning and Structuring the message you want to get across
• Overcoming key objections Follow-Up
• Go/No-Go decisioning
Build Your Hive WORKSHOP
Building your hive will consider the multitude of things to think about when you’re pursuing an opportunity. This could be an RFP you are responding to or an opportunity that has fallen into your lap. At this, stage we want the client to feel like we are the best team to work with.
• Differentiating Crozier from other Consulting Firms
• Find opportunities to propose multiple service offerings
• Assemble the team
• Who will be the champion (team coordinator) of the proposal?
• Develop a strategy
• Write the proposal
• Create an action plan
• Continue to grow your network
What is the Ask?
• Analyze the RFP
• Verify the deadline and method of delivery
• Confirm the main problem to be addressed
Coordinate the Submission
• Identify corporate experience and projects to be included in the proposal
• Assign tasks (is this a multidisciplinary proposal?)
• Establish strategy
• Confirm key players
• Questions/comments that need clarification
Build Your Hive WORKSHOP
Preliminary Proposal Preparation
• Verify how proposal should be delivered
• Work with Proposals Team for:
• Preparation of submission documents
• Confirmation of the proposal template to be used
• Preparation of required CVs
• Integration of text from other team members
• Check in with the client (if possible) prior to submission to confirm they are getting what they asked for
Finalize Proposal
• Review draft submission
• Get comments from all team members and make changes if necessary
• Get approval from all team members before submitting
Post Submission Follow-Up
• Internal review “How did it go?”
• Follow-up on the results
• Get feedback from client (for improvement purposes)
Network Growth
• Reconnect with old contacts and understand the next generation
• Attend networking events and make new contacts
• Join alumni networks
• Be active on social media
• Attend and participate in workshops and seminars
• Find a mentor
• Regularly engage with your contacts to keep current
Close the Deal WORKSHOP
Negotiate the fees and scope and close the deal!
• Negotiating
• How to close
• Ways to stay connected with the client after submission
• Understand the profit margin and ability to alter the proposal
• Evaluate your network impact
Post Proposal Submission Review
• Make amendments as needed
• Show the client that you hear their concerns (if any)
Negotiation of Final Deal
• Emphasis on the value created for the client
• Formal engagement with the client (Consulting Services Agreement)
Post Negotiation Review
• Identify what worked and what didn’t – make adjustments for future submissions
Evaluate your network impact
• Monitor your network growth and success
• Keep track of event participation within your network
• Keep a record of referrals/recommendations from your contacts
• Evaluate if the relationship is mutually beneficial (reciprocate wherever possible)
• Consider the feedback you receive
• Evaluate the quality of collaborations – personal and business benefit
WORKSHOP
BEE Better
“The most important things in life are the connections you make with others”
- Tom Ford
We should aim to go above and beyond during each interaction with the client. Exceeding expectations should be the goal throughout the entire process and relationship with the client.
• Confirm the client’s timeline and key milestones
• Get feedback on our service (positive and negative)
• Develop and maintain strong and enduring relationships
• Always work to turn around challenging relationships
• Deal with hard conversations promptly
• Listen well and respond with content
• Create client satisfaction and loyalty
Client Relationships
• Build rapport with client/advance the relationship
