Scaling Your Company: The Definitive Guide to Business Development

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In this guide, I’m going to share the business development strategy I used to grow a six-figure agency and make a passive income blogging in less than 12 months. It’s not a random guide to “what is business development” where you get a definition like this:

Business development is a set of tasks and processes meant to create growth opportunities for a company. This is generally achieved through improving relationships with partners, accessing new markets, or the release or improvement of products or services.

That definition will be useful if you’re in college. It’s not going to help you much as a manager or business owner. I want to share a business development strategy you’ll find useful.

Here’s an overview of what we’ll cover:

  1. How To Create a Business Development Plan
    1. Analyze the Competition
    2. Identify Your Business Opportunities
    3. How to Set Your Business Development Goals
    4. The Importance of Standard Operating Procedures
    5. Review Your Progress & Improve
  2. The Fundamentals of Business Development

My aim is to help you think like a boss. Let’s start at the beginning.

How to Create a Business Development Plan

I’ve grown three successful businesses in the last decade. A large part of my success is down to creating a solid business development strategy, and implementing the plan. This is what I’ve done for my consulting work.

Because I had a business development plan, my SaaS consulting business has grown fast. I have also avoided a lot of silly rookie mistakes and enticing distractions that could have diverted my attention.

Analyze The Competition

Every great plan is based on research. Well, most great plans are based on research. Ice cream at midnight is rarely planned, but it’s pretty great πŸ˜€

The first thing I do when creating a business development strategy is to review the factors that will play an important role in achieving a goal. If you’re focused on sales or growing your customer base, you will want to review things like:

  • What your competitors are doing
  • How much they charge for their service
  • General market trends

The purpose of this research is to help you formulate the best possible plan.

Let me give you my SaaS marketing business as an example. During my review of the competitive landscape for this business, I discovered some of the following:

  • There are a lot of general marketing agencies and few specialized SaaS agencies
  • Agencies offering content marketing services locked clients into expensive contracts
  • Most companies charge a fee, which is not directly related to delivery. For example, you pay $4k a month for SEO support (whatever that means)
  • Many clients failed to see an ROI from the service and were skeptical of agencies abilities to deliver on their promise
  • Most agencies don’t do guest posting or link building

Essentially, my research helped me assess the competitive landscape. You can apply this same business development model to reducing costs, accessing a new market, or starting a company.

Identify Your Business Opportunities

At the end of the research phase of your business development plan, you need to review the information you gathered. In my case, I tried to see how I could turn some of the common trends into opportunities.

My goal was to find ways to do things that are disruptive and help me stand out. Let’s do a quick recap of some of those points I mentioned earlier.

PointsOpportunities for Disruption
Lots of CompetitionNiche down to SaaS
Clients are locked into contractsSkip the contract
Fixed monthly feeOnly charge for what I deliver
Skeptical clientsOffer a free trial period
Agencies don’t do SEOWrite a lot of guest posts

When creating your business development strategy, identify where your opportunities lie. For example, I decided that skipping contracts was one way I could differentiate myself from the competition. In fact, I made that a key part of my sales message on the homepage I created with a landing page builder.

You can see how your initial research can generate useful insights. This “risk free” approach to working with an agency has played a role in the fast growth of the company.

How to Set Your Business Development Goals

That’s the research and planning stage out of the way. It’s time to set your company goals.

Goals are important because they provide quantifiable targets. Ideally, you want to have a single overarching company-wide goal. The company goal you set needs to be easy to understand, but ambitious to achieve.

You then create sub-goals for the different parts of your business.

So for example, for my website, I started with the following goal.

  • Generate $5k in monthly recurring revenue

That’s a pretty easy goal to understand. Now I need to explain how I’m going to do this. My sub-goals look like this.

  • Sales Goal: Secure 1 new client each month from cold outreach
  • Delivery: Every two months get 1 client to increase their order
  • Human Resources: Hire 1 full-time member of staff

I can break these goals into quantifiable sub-goals. For example, I try to have a meeting with five potential clients a month. To generate those meetings I email 200 businesses a week.

You need to be able to quantify how you will achieve all your goals. This is the kind of business management systems that companies like Google put in place. It helps keep people accountable to targets and provides them with a way to achieve their goals.

The Importance of Standard Operating Procedures

After you have finished strategizing you need to implement your business development goals. There are too many variables in place for me to provide you with many useful insights for this part of the process.

However, there is one business development tip I can share…

As you complete tasks and find an approach that works for your company, create some Standard Operating Procedures (SOP). These are the traffic rules for your company. They cover how tasks should be accomplished, and departments should operate.

I use project management tools to run projects. I use the same system now, with 7 staff, as when I started when I was working for myself.

When creating your SOP, break a job down into chunks. List out all of the things a person or a company department needs to do to complete the task.

Systemizing your business in this way has multiple benefits:

  • Reduce the amount of time it takes to complete a task
  • Don’t lose information when a person leaves the company, which speeds up the transition
  • Ensure vital tasks get completed every month

Keep in mind that your business strategy is not fixed. Make sure to periodically review your business development strategy. Analyze what is working and what is not, then adapt your strategy.

Review Your Progress

The final stage of your business development strategy is the review stage. This is where you put a date in the diary and say, “in three months’ time we should be…”

Then, you can review progress against your goals.

The purpose of these reviews is to see how you’ve done against your business goals. Just as importantly, a review is a chance to adjust your business plan to make sure that it aligns with what you’re trying to accomplish.

You can incorporate things like a SWOT analysis in your quarterly or annual review. These types of exercises can help you understand where you stand.

During a review, you should assess the validity of your business goals. Make sure they are still relevant to your company. If they are, great. If not, change your business development goals.

How to Scale Fast

Over time your responsibilities will change. However, in the case of a business owner, your ultimate goal will stay the same. Your goal is to generate money. You don’t want to get stuck managing the day to day tasks that don’t add value.

However, it can be easy to lose focus on what is important for the business.

If you find yourself overworked, try to find a way to free up your time. The way I do this within my business planning is to list the activities that make me money. For example, with my current business I earn roughly:

It’s easy to see what makes the company the most money.

Next, review which activities have seen the fastest revenue growth over a quarter. Doing these two tasks will help you identify the biggest drivers of growth. Your business development strategy should be focused on these drivers.

The Fundamentals Of Business Development

That’s it. So let’s quickly recap what we covered in this guide…

Business development is any activity that:

  • Cut costs and improves productivity
  • Generates more sales by reaching new customers
  • Helps you make more money from your customers

Of course, business being business, simple ideas are made to seem complicated. Business people and college lecturers use fancy lingo and colorful pictures to confuse outsiders.

Don’t make things complicated. You should be able to explain your business development plan to a 5-year-old can understand.

When creating a business development strategy, start by reviewing your opportunities. Once you have gathered all of the useful information, decide on your approach, and execute. Finally, review your progress and adapt your plan based on the result.

Keep in mind, these are only broad brushstrokes. You will need to customize this strategy to fit the needs of your company. Best of luck.

About the author

Nico

I'm a SaaS consultant with a passion for travel. I help companies scale their link building so they can dominate the SERPs for their chosen keywords. I work primarily with scale-ups and enterprise businesses.

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