Consulting-technical advances in technology from Fed Ex to fax, and of course, in almost every aspect of computerization, efficiency improvements and analysis of information to customers
It's tough. :
Business development, business development process, enginnering, fall multiplier
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Consulting-technical advances in technology from Fed Ex to fax, and of course, in almost every aspect of computerization, efficiency improvements and analysis of information to customers
The increasing need for 'hazard waste boom' in the 80's and growing economic infrastructure led to more entry into the market and engineering
The rise in competitive pressure has pushed down time-fee-based services. Raw salary multipliers to the billing rate continued free fall into the current range of the order of 3.5 to the second half of 70, 80 high-two, 2.5 orders or less. The end result of the drop rate has been increasing the pressure to keep billability high and indirect costs much lower.
The largest companies (those with more than 1,000 employees) distribute the same internal services to more employees, and the medium-sized enterprises (about 500 employees) because of the efficiency gained by earning the total revenue. 2.) still requires internal services such as dedicated senior management, human resources, marketing, accounting etc. Delivery costs fell. A very small amount of money is a new business dedicated to human development. Administrative expenses can be contracted by most people in Uzbekistan.
It is in such a situation. The technical staff necessary for development-Other contractable science and technology-New business development. Unfortunately, scientists and engineers mostly see themselves as "salespeople, are mostly trained in business development techniques and coached. Potential customers for everyday everyday objects, these are usually And doing very uncomfortable, so it does not happen.
What can I do? How a mid-sized consulting engineering company needs the skills of its technical staff and is a valid "seller / student. More importantly, it is an important professional in business development for how scientists and technicians work.
Our job at MBDi, where we specialize in teaching scientists and engineers to market technology services, has shown that several factors are crucial. Most of the issues that people have in business development are "mechanical" (they don't know what to do) or "conceptual" (they know what to do, but in our experience they The majority of people who fail in the role of business development (60%) fail because they can not overcome the conceptual problem, so it is the problem of these "concepts" that we at first It is important to work on
The first task is to assist people in understanding and building professional practice of possible skills. We can give them all the business development skills they need, but they don't do it if they don't believe it.
The first thing scientists and engineers have to understand is that they can develop "professional practices" like other professions such as lawyers and doctors as "experts"
Second, developing professional practice gives them the ability to manage their own destiny. They will be able to "care for themselves" rather than putting their future in the hands of someone else.
Third, the key to security in mid-sized consulting businesses is the ability to bring new businesses. The unpaid work that may be required is an investment in your own self and your own security.
Lastly, and perhaps most importantly, this business is ethical. Their goal in business development is to help customers get the services they need.
Engineers and scientists must truly believe in these principles or choose not to take on the role of business development. You can accept it and grow it.
Beyond "conceptual issues", you can work on the "foundation" capabilities that are essential to successful business development, including technical knowledge, financial knowledge, business knowledge, and people's knowledge.
* Technical knowledge understands the issues that the services we offer can solve for our customers. It is the ability to translate what we provide to the specific issues and concerns that the client has.
-Understanding how gold clients understand and how they affect the business development profit issues and profitability.
• Understanding your business knowledge in understanding your business etc. is your business. It knows their business strategically and tactically from their point of view.
• People's knowledge, in addition to understanding oneself, is the knowledge of the organization and client, understand why the organization is structuring it, personal leadership skills
In our experience, the least understood of these cornerstone abilities is 'people knowledge' but it is necessary for success. Knowing what you can, why not buy service or other sales service. So, it is important to train people in 'sale of psychology'.
We believe, from the client's point of view, that we can best understand the client's problem and win the business. Therefore, we also focus on the training efforts of the skills needed to elicit, fully understand and develop client issues.
We have important elephants with significant control overhead in Those who do not have problems that your company can solve do not need your service. As soon as you can find it, it looks like – yes, "early and frequently" qualifications. If the customer can not convince him that he has a problem, having them a solution You should not try to convince you.
These skills are actively cooled by the opportunities to practice even in young engineers and scientists' consulting companies. As they develop professionally, they understand that it is their responsibility to initially maintain a claimable state by developing practice internally, the skills of the company's needs, these teams Can be contracted.
As career progress, technical staff can start managing. It is a company to develop new business with the first real machine for many inquiries. Nevertheless, even though the project manager is sometimes in place and has frequent contacts with customers, it often develops new businesses frequently and in most cases, this is their job 'blinding' thinking 'Sale' is the job of someone else. Often they do not have the imagination to see the client issues that their company can solve. Obviously, their top priority must be to provide high quality service. But they can teach you to develop the most important source of training and coaching and any company in the new income recurring business.
Finally, when they reach advanced levels, scientists and engineers have to learn to develop new businesses with new clients—he often we are half-hearted at best. I understand that it is an effort. It is often reactive and not aggressive. Answer the email It's a bid. It's a read commerce business for the "opportunity" I saw. Anything and everything-but not often, valid business development calls that qualify customers, proactively identify problems, and develop in a way that results in new business.
But that doesn't have to be this way. With effective training and coaching with the necessary concepts and machine technology, scientists and engineers can become very "effective sellers / doers". With the commitment to create management team, the staff will master this technology.
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