Help Your Business Development Succeed

A meeting today with a frustrated Business Owner.

Basically the problem lies in a dissatisfaction with his Business Development resource. He feels he has committed a large amount of cash to develop his business, but so far has yet to see much return. Sound familiar..?

As I began to question him about this, the problem became apparent. The BD Manager was a technically great guy who could also sell. The MD felt he would make a great addition to the team and duly appointed him. Before long the low hanging fruit had been picked and the problems began to appear. It became clear they had to change things. Should he rethink his decision to appoint a BDM? In this instance my answer was NO. The Business Development Manager was obviously doing his best but was not being “developed”. In order to get the best out of a single BDM or even a Team of BDM’s, Businesses have to put an ongoing training program in place. Remember Business Development is NOT sales. It goes beyond a single transaction and is all about building longer term sustainable revenue. Recurring income beats transactional income every time.

My diagnostic today was simple. Let me provide a BDM training program and manage it on a pre agreed basis. Let’s set goals for the BDM by all means, but ensure we provide them with the best possible support to enable this success. Let’s empower the BDM by sharing the vision and the strategic development plans for the business. An employee who feels they are an integral part of the business, who is consistently developed and feels valued is likely to be far more engaged and subsequently successful.

Testimonials

Mervyn continues to be great support to both myself and the business in achieving our growth ambitions. We have benefited hugely from his forward thinking, guidance and energy and look forward to continuing this in the future. I would have no hesitation in recommending Mervyn and Cameron Carnegie if you have plans to scale your business.

Ian Joy , Managing Director ERG Scotland Ltd

Once we decided to source training for our Business Development and Account Management teams, we turned to Cameron Carnegie for assistance. I was initially a little apprehensive about the training taking place digitally, but Merv delivered an excellent, engaging training course really ensuring that he took time to involve each member of our team, providing them with simple tools to use going forward. I was genuinely blown-away by the improvement across all of the team and I wouldn’t hesitate to recommend Cameron Carnegie if you are looking to improve the performance of your Sales Team.

Matt Nicoll , UK Commercial Manager Swire Energy Services

"We engaged Cameron Carnegie to undertake some bespoke training to upskill the team in the areas of Sales & Account Management. The solution was tailor-made to suit our business and we are all delighted with the results which have been easy to quantify and measure. We would definitely engage Cameron Carnegie on similar assignments and would have no hesitation on recommending them."

Scott McIlwraith , General Manager - Renewable Energy Kuiper

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