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There are several key factors, elements, and impediments that can negatively
impact the performance levels and overall effectiveness of an organization's
business development's efforts. Accelerant has identified twelve constraints
that can impact the DNA of an organization's business development's efforts
and process, and the corresponding levels of effectiveness.
These twelve constraints are as follows:
| First Constraint: |
The client or prospect's general perceptions of your industry. |
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| Second Constraint: |
The client or prospect's perception of your core offerings, or their current
provider's solution.
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| Third Constraint: |
Your team's perception of your business, products, services, and solution offerings.
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| Fourth Constraint: |
The client or prospect's preferred educational process—and strict
procurement procedures, rules, and processes related to how mid-level management
acquire products, services, and solutions.
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| Fifth Constraint: |
The client or prospect's executive level decision-making process.
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| Sixth Constraint: |
Your marketing organization's articulation of the message and value
propositions for your respective core offerings—and the inconsistency
with which they are communicated to clients and prospects.
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| Seventh Constraint: |
Your level of entry and engagement within client and prospect organizations.
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| Eighth Constraint: |
The inability to articulate your value propositions to the real decision makers.
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| Ninth Constraint: |
Your fear of sufficiently prequalifying the client or prospect to justify
additional meetings downstream.
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| Tenth Constraint: |
Your fear of leading the dance with clients and prospects—by using the
financial business benefits of your offerings as the main focus and theme in
all meetings.
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| Eleventh Constraint: |
The content, format, and delivery of your standard boilerplate PowerPoint
presentations are lackluster—too long and not tightly focused.
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| Twelfth Constraint: |
Your inability to communicate to clients and prospects—the financial
business benefits of working together.
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The Constraints Assessment
offers a platform of objective, open-ended, thought provoking questions around
each of the twelve constraints—providing a baseline for a
collaborative and constructive discussion amongst senior management,
mid-level managers and the field organization regarding areas blocking,
and/or slowing the pace of business development and organizational
success. The Constraints Assessment also assists clients by providing a roadmap
for potential solutions. We encourage participants to provide thorough
responses which will serve the betterment of the organization and its
peoples' overall performance.
CLICK HERE to learn how to complete the Contraints Assessment. Fees
are based on the annual revenues of your organization, the
number participants, and the time parameters involved.
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