Transcript Presentation - World Services Group

Developing New Business:
What Works and Best Practices
7 September 2007 – Montreal, Quebec
Definitions
 What
is Marketing?
 What is Sales?
What is the difference between the two?
The Business Development Process©
1. Defined Target
Market
2. Marketing Tools
3. “Sales”
Face-to-Face Client
Development
4. Service
5. Earn Cross-Service
© 1991-2007 Business Development Inc. All Rights Reserved.
The Buying Cycle –
Marketing and Sales©
Marketing activities leverage Sales efforts by moving
Buyers toward belief and action prior to sales transactions
Degree of involvement
Unaware Aware Understand
Believe
Act
Marketing
Sales
Degree of efficiency
EXAMPLE: Client-Referral Source Appreciation
EXAMPLE: Issue/Topic/Industry Oriented Newsletter
EXAMPLE:
Client/Customer
Oriented
Website
What Works? FIRM
•
•
•
•
•
•
•
Competence
Size
Technology
Branding
Marketing
Productification
New Methods, Ideas, Approaches
Today’s “tool box”
• Delphi Due Diligence
• Delphi Governance
Delphi Due Diligence System
Delphi has developed a
unique
data base system for Due
Diligence
Description of the functions
• Data base system
• Information classified in reporting
categories based on level of importance
which is linked to specific products, trade
marks, properties, etc.
• Search function
• Reports continuously updated
• “Real time access” to status for Project
Manager
• “Immediate” Executive Summary
Delphi Governance
Delphi Governance is a web
based service that brings
easy access and
organisation of important
documents
EXAMPLE OF A “PRODUCT”
Tourism & Real Estate in Argentina
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
General Information
Political Organization
Settlement Default Debt / Recovery
General rules applicable to foreign investors
Tourism Industry
Real Estate
Impact of Tourism on Real Estate Projects
Tourism Legal Advise
Legal Structures
Fideicomiso & Real State financing projects
Foreign Exchange Issues
General Rules Applicable to Foreign Investors
• The Argentine legal system grants foreign
investors the same legal treatment as local
investors.
• Foreign investors receive the same tax treatment,
and also have access to incentive programs and
to almost all economic sectors.
• Investors can be individuals or legal entities.
• Foreign investors may use any of the legal
structures allowed in Argentina
– S.A. -S.R.L. - Branch - Joint Venture
What Works? INDIVIDUAL
• Visibility
• Face-to-Face Meetings
• Follow-Up Meetings
• Teaching and Mentoring
Others