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Business Development Checklist

By: Peter Grant

An experienced marketing communications executive, writer and teacher, Peter Grant has been in the business development field for over 15 years, delivering information on a variety of leading-edge revenue enhancement technologies. Peter holds a B.S. in Business Administration from the University of New Hampshire (1982) and Certification for Sales and Marketing Executive from HSMAI (1992). He is now vice president of operations with The Editors.

The following list is a logical extension of the "Marketing Mix" pyramid. It is not meant to be an inclusive list for every vertical market and industry; it is to stimulate the background thought process behind strategic business development activities.

The best way to utilize this resource is to think of internal and external sources for these activities, then allocate monetary and labor resources to accomplish your objectives. When plotted against an annual budget model, you can then revise your allocations to meet your monetary budget and establish tactical action steps to complete. Enjoy!
Strategic Planning: Competitive Review:
Revenue Goals
Marketing Expenses
Sales Action Plans
Staffing Guidelines, VAR's
Marketing Plan
Historic Trends
Industry Review
Policies and Procedures
Market Share
Key Clients
Active Components: Passive Components:
Direct Sales, Telesales
Skills Assessment
Skills Training
Establishing Quotas
Call Activity
Booking PaceAccount Management
Vertical Markets and Segments
Account Insulation Planning

Telemarketing, "Building The Pipe"
Target List Aquisition
Call Goals
Account Transfer Procedures Administration

Web Site (Active & Passive)
Register Domain Name
Establish Communications Goals
Site Mapping, or Architecture
Vendor Review & Selection
Production Review, Graphics & Layout
Contact Internet Service Provider

Establishing Corporate Identity
Logo, Stationary, Business Cards
Corporate Brochures, Broadsides, Catalogs
Data Sheets, White Papers
Evaluate Need for Toll-Free Service
Direct Mail
Message Vehicles
Newsletters, Personalized Form Letters
Product Updates, New ReleasesMail House Evaluation
Mass Market Territory Mailers
List Management
Direct Sales & A/R Databases
List Brokers
Web DatabaseFax Blast Management
E-mail Scheduling (to Nicknames Only)
Direct Response Cards

Advertising by Segment Goals & History
Print NewspapersMagazines
Trade Publications & Associations Directories & Registries
Yellow Pages
Internet Banner Ads Airport DiaramasBillboards & SignageFleet Vehicle SignageTrade Shows- Booth Design, Placement, Giveaways
Production & Placement ConsiderationsDesign, Layout, Media Placement
Photoshoot Coordination

Public Relations
Corporate Fact Sheets
Executive Profiles (Bio's)
Press List Aquisition
Release Submission Schedule

© Copyright 1999, Peter Grant, The Editors

Other Articles by Peter Grant

The author assumes full responsibility for the contents of this article and retains all of its property rights. MarcommWise publishes it here with the permission of the author. MarcomWise assumes no responsibility for the article's contents.


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