Ask the Coach: I’m applying for a job as the Business Development Manager and they want me to write a proposal on how I can increase business. Could you provide advice on how to write a business growth proposal?

November 30th, 2018

A great way to demonstrate the value you can bring to a potential employer and position yourself more favorably for the role they are offering, is possessing the ability to clearly articulate your business development strategies. Having this growth mindset is an essential skill to engage in more productive business development activity each year.

Every business owner or potential employer will agree with you when you say your biggest goal is to grow their practice. Growth might be their favorite word and saying it during your interview process might push you toward the top of the stack of candidates; however, proving you have a strategy to implement that growth will give you the true upper hand. The potential employers have a burning passion for the success of their business, and hearing you have ideas to help them achieve that success will let them envision you as a member of their team.

I suggest that the key to writing an impressive business growth proposal is to adopt a WHAT, HOW & WHY approach/structure. Namely:

  1. First, identify WHAT your key targets are (by reviewing existing customer base and local market opportunities) and WHAT your value proposition is (by reviewing the potential employer’s range of products/services and existing member testimonials).
  2. Then clearly articulate HOW you will engage and persuade your targets to purchase your solutions. HOW will you proactively retain these members? List the key business development activities that you will engage in every month – eg. meeting existing members and seeking referrals, building local Center of Influence (COI) relationships, outreaching to targets, strategic networking, etc.
  3. Finally, confirm WHY this strategy makes sense for the potential employer, your members and yourself!

Below is a template that I have used over the past 20 years to help me develop my business development strategies and to help me coach my clients.

WHAT, HOW & WHY – STRATEGY REVIEW – PART ONE

WHAT STRATEGY
COMPELLING STORY
  • What is your value proposition?
  • What problems do you solve?
  • What makes you different?
  • What success can you tell?
TARGETING
  • What are your SPECIFIC Target Markets?
  • What your SPECIFIC Goals?

 

WHAT, HOW & WHY – STRATEGY REVIEW – PART TWO

HOW STRATEGY
ENGAGING
  • HOW do you reach your targets?
  • List SPECIFIC Direct & Indirect Activities
  • Marketing Support?
PROPOSING
  • HOW effective is your Sales Process?
  • HOW comprehensive are your Proposals?
  • HOW efficient is your Credit & Ops Process?
  • HOW do you convert Pipeline?
RETENTION/ADVOCACY
  • What is your Specific Customer Retention
    Strategy/Activity?
  • HOW do you generate referrals?
  • Quality of CRM

 

WHAT, HOW & WHY – STRATEGY REVIEW – PART THREE

WHY have you chosen those targets and activities?
WHY is this strategy important to your employer, your staff and YOU?

Test your confidence and motivation by asking WHY the strategy makes sense and WHY you will be successful.

Consider Coaching Needs (confidence) and Activity Plans (accountability) to ensure you and your team have the appropriate skills, behaviors and beliefs to execute the WHAT & HOW.

List your compelling reasons about WHY.

 

Please feel free to contact me directly on 773 329 0066 or email joe@growupsales.com for more guidance.For more career, sales, and leadership advice please contact our coaches
Joe Micallef – Sales Coach – email joe@growupsales.com, or call (773) 329 0066
Donna Flynn – Career/Management Coach – email dflynn@skillsmastery.com, or call (630) 624-4319