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today is

business development checklist

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
Marketing Expenses	Marketing Plan
Revenue Goals	Historic Trends
Sales Action Plans	Industry Review
Staffing Guidelines	Policies and Procedures
VAR's (Value Added Resellers)

Competitive Review
Pricing
Market Share
Key Clients
Positioning
S.W.O.T.
Literature; Strength of MarCom

Active Components:

Passive Components:

Direct Sales, Telesales

Direct Mail

Skills Assessment
Skills Training
Establishing Quotas
- Call Activity
- Booking Pace
Account Management
- Territories
- Vertical Markets and Segments
- Account Insulation
- Planning
- Scripting
Administration
- Reporting

Telemarketing, "Building The Pipe"

Scripting
Target List Aquisition
Call Goals
Account Transfer Procedures
Administration
Reporting

Web Site (Active & Passive)

Register Domain Name
Establish Communications Goals
Site Mapping, or Architecture
Vendor Review & Selection
Production Review, Graphics & Layout
Select Internet Service Provider
Measurement of Results

Establishing Corporate Identity

Logo
Stationery, Business Cards
Corporate Brochures
Broadsides
Catalogs
Data Sheets
White Papers
Evaluate Need for Toll-Free Service

Message Vehicles
- Newsletters
- Personalized Form Letters
- Postcards
- Product Updates
- New Releases
Mail House Evaluation
Mass Market Territory Mailers
List Management
- Direct Sales & A/R Databases
- List Brokers
- Web Database
Fax Blast Management
E-mail Scheduling (to Nicknames Only)
Direct Response Cards

Advertising/Promotions

Advertising by Segment Goals & History
- Print Newspapers
- Magazines
- Trade Publications & Associations Directories & Registries
- Yellow Pages
- Internet Banner Ads
- Airport Diaramas
- Billboards & Signage
- Fleet Vehicle Signage
- Trade Shows- Booth Design, Placement, Giveaways
- Production & Placement Considerations
Design, Layout, Media Placement
Photoshoot Coordination

Public Relations

Corporate Fact Sheet
Executive Profiles (Bio's)
Press List Aquisition
Release Submission Schedule
Key Contact Follow Up

web services
software training
other services
who we are
articles
search engines

marketing development
business development

white papers

design overview
design dictionary
technical glossary

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