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How to
contract a Business Development Executive
This summary, taken from an article
written by Simon Gall, considers the benefits of establishing a Business
Development function for your company
From a small company (SME) perspective,
Business Development can be considered as a Strategy role with special
focus on the combined application of Sales, Marketing and related
PR-Communications and B2B alliances. Its importance for the SME sector is
becoming more widely recognised.
So, how do you find the
most suitable Business Development professional for your Company?
Appointing a BDD is, in some ways, similar to the
process of finding a good Non-Executive Director.
Analyse the skills and experience required to strengthen
the existing team.
Decide what you want from the relationship and the outcomes you wish
to achieve. Involve the Company Board in the process.
Seek a professional with a background of success in a similar sized
business, with applicable skill
sets. A good BDD must be able to quickly understand your company's aims, objectives, products and
services. He should become part of
development planning.
Look for independence of
spirit, but someone who will be 100% focused on
developing your company. Look for 'agents of change'
Appoint a strategic ‘doer’ with a track record of implementing marketing, PR
and communications initiatives; someone with the ability to work solo as
well as with a team, to a budget.
Contractually
Check that the BDD does not have any conflicts of
interest
Ensure the fee is appropriate for the amount of time
committed.
Create mutually agreeable objectives and measured
performance.
Length of appointment must be discussed at the outset. Anticipate a 2-3
year contract.
A BDD should be a core
part of the Management Team
Summary
It's hard for SMEs to go it
alone in these days of rapid change and increasing competition. A BDD
can make a real contribution and represent excellent value for money; they
are often worth two or more 'specialists' due to their expertise in various
disciplines.
As with any senior
appointment, time and effort spent on appointing the right person will reap
dividends, so don't forget to ensure their relevance and background to your
company's aims and size.
A mutually rewarding
relationship is the aim.
Contact us if you would like to discuss
opportunities with Simon and other qualified candidates.
Email: mikesaunders@wrinklies.org
Telephone: 08452 601116 Fax: 07092 013799
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