big game hunting 3 cases

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HOW SMALL BUSINESSES SUCCESSFULLY SELL TO BIG BUSINESS Big Game Hunting in the Urban Jungle Catherine McQuaid CM Associates

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Catherine McQuaid, a Toronto-based business-development consultant (www.huntnewbiz.com), has a theory. She calls it "Big-Game Hunters in the Urban Jungle." It's an approach to prospecting that might help you build stronger relationships with hard-to-reach executives.

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Page 1: Big game hunting 3 cases

HOW SMALL BUSINESSES SUCCESSFULLY SELL TO BIG BUSINESS

Big Game Hunting in the Urban Jungle Catherine McQuaid

CM Associates

Page 2: Big game hunting 3 cases

Business Development Principles

•Executive outreach

•Permission-based, pre-qualified conversations

• Improving the Odds: BIG pipeline

•Engage ALL stakeholders

• Messaging: Relevance to various roles’ needs

•Each business unit is a different opportunity

Page 3: Big game hunting 3 cases

1.Executive

exploratory

conversations

all biz units

2. Referral

to other roles

in decision:

warm intro

3. Exploratory

conversations with

all roles in decision,

all biz units

4. Initial

project secured;

development continues in

other biz units

5. Brag about

outcomes to other biz

units Enterprise-wide

vendor status

6. Re-engage: new

executives,

acquisitions,

reorganization

Page 4: Big game hunting 3 cases

Case # 1: Becoming Market-Ready

• Startup with deadline to repay investors

• Revenue was unpredictable, no asset value

• Long-term contracts secured:

• High-volume, blue chip credit card issuers

• Future value of contracts a cash asset

• Co. profitably sold

Page 5: Big game hunting 3 cases

Case #2: Leverage Sector Success

• Early-stage specialty firm: Fin. Services client

• Market potential in Canada limited

• Pricing model depended upon large head-count

• Top 20 US fin. Ins. targeted for expansion

• After 3 yrs: 24% growth compounding annually

• Pref. Vendor status with 7 of 20 US banks

• Cons. Fin. entrée to other sectors: retail, auto

Page 6: Big game hunting 3 cases

Case #3: Vertical Biz Dev Strategy

• Point of Purchase design-build offer

• Bldg. Supplies retailer shift:contractor to DIY

• Feet-on-the-street: access to “implementers”

• Outreach: US-HQ Mktg. Exec.

• Biz Dev investment repaid in 13 months

Page 7: Big game hunting 3 cases

Golden Rules

• Simultaneous outreach inside multi-line bus.

• Cold call only once: referrals from there

• Reconnaissance mission

• “THEM” vs. “I” message

Page 8: Big game hunting 3 cases

Big Game Hunting in the Urban JungleBusiness

Catherine McQuaid

Principal

Big Game Hunting

416 923 0877

[email protected]

www.HuntNewBiz.com