Ever notice how some of your greatest business relationships emerge from conversations that started with no expectations to do business at all? There is a science behind this starting with a genuine desire to understand what the other person needs, how you can help them, and by undisputed universal law - help yourself. :) So how do you get started? Go-Go-Gadget Business Development! On Tuesday, Feb 11th 2014, New Media Manitoba presents a special New Media Business Development evening with expert Jay Powell of The Powell Group from North Carolina. Jay will share his methodology and tools for creating a plan to generate business, maintain great relationships, and how to create a solid plan of attack when attending conferences. We will discuss: How to track business relationships Who should do Business Development and why Recommended tools for Business Development and Customer Relationships What tools to avoid, and why When to start (hint: now) How to start (hint: attend this presentation) Social media integration that makes your clients [heart] you Attendees will Learn: How to get the most out of a conference when building new business How to maintain your network post-conference 5 important things to remember when developing your elevator pitch - and when to use it Tools for all aspects of New Media Business Development

1. Our Experience is Your Competitive Advantage
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Go-Go-Gadget Business
Development
New Media Manitoba
February 11, 2014

2. Our Experience is Your Competitive Advantage
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Who is this guy?
• Began career as an agent
in 1998
• Business Development for
15 years
• Second start up
• Negotiated and executed
countless agreements
• Lectured globally
• Published in multiple
industry business books
I’m Batman… ssshhh

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Tonight's Agenda
• Why constant business development is important
• What goes into a good business development
strategy
• Introduction to some of the most popular tools to
help you
• How to best use these tools in your daily work
flow
• Best practices for using these tools
before, during, and after a conference

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Why is Ongoing Business Development
Important?

5. Our Experience is Your Competitive Advantage
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What is Your Weakness?
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PR and Messaging
Prospecting
Follow up
Proposals
Project
Management
• Team Management
• Getting Paid
• Getting Endorsed

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Messaging and PR
Crafting your pitch
Sell yourself and your experience
“I’ve worked with global licenses for over fifteen years.”
What’s the goal?
“We want to put great IPs and brands in the hands of great teams.”
Identify a pain point and back it up with data
“Because with 20,000 new apps launching each month discoverability is a
huge issue and licensing can be intimidating.”
Fix it
“So we work with brands to find them great development partners, help
developers and publishers gain access to these licenses while building winwin co-marketing strategies, and show consumers that licensed games can
be original and don't have to suck.”

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Marketing and Pr
Tweaking the Pitch
"I've spent the last eight years of my career hunting
down and landing work-for-hire jobs around the
world. We want to help you grow and stabilize by
putting those opportunities in your hand. We know it
is time consuming to find the right people and build
the relationships needed to receive these RFPs; we
can put over 60 years of
experience, relationships, and guidance to work for
you for less than the cost of a junior biz dev
professional."

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Messaging and PR
Establish yourself as an expert
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Industry-related articles
Blog
Whitepapers
Speaking
Social Media
Newsletters

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Messaging and PR
General Tips
• Take a success and add your own twist
• Never forget to K.I.S.S.
• Don’t get bogged down in detail at this
point; get a paying client
first

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Prospecting
Finding and qualifying your targets
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Industry Guides
Virtual Assistants
Newsletters
Web News
Mailing Lists
Grunt Work
Look around you!

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Follow Up
Don't be "That guy (or girl)"
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Show you are serious about working together
Show you care and understand their pain point
Stay top of mind
Answer questions before they are asked
Move the deal forward
Build the relationship

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Proposals
Blah, blah, blah, you said how much?!?
1.Show you understand the
problem.
2.How will you solve it?
3.What will you deliver?
4.What will you charge?
5.Tell them why you are
awesome.
6.Save it and use it as a
template.

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Project Management
Because no one comes back for crappy service
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Have the right people on the right job
Understand at a glance what is going on
Preemptive strikes on future problems
Make sure nothing falls through the cracks
Get the job done like you said you would

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Getting Paid
This part is kinda important
• Tie payments to milestones or dates
• Give the client the info they need to pay you
• Forecast your revenue
• Track your payment status
• Understand your expenses
• Pay your contractors

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Getting Endorsed
It's OK to occasionally brag about your work
• Did you deliver what you promised?
• Did the client see the value in what you did?
• You may have to show your work.
• Ask, “What's the worst that can happen?”
• Get the endorsement out there.
• Ask for referrals!

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Getting the Right Tools for the Job

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LinkedIN
What is it?
Social network for business leaders
Practical uses:
• Job hunting
• Recruiting
• PR and messaging
• Research and qualification
• Endorsements

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Google Apps
What is it?
Suite of cloud based tools for everything from
email to documents to conferencing
Practical uses:
• Easy, cheap solution for a small business
• Collaboration and version control
• Office phone
• Cloud storage

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Cloud Storage Solutions
What is it?
Keep everything handy and make sure it
is never lost (e.g., Box, Dropbox, Copy)
Practical uses:
• Always have access to what you need
• Extend that access (or parts of it) to your
team
• Back up important files "securely"
• Share presentations, sales material, and
information with prospects and clients

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Skype
What is it?
Communications application covering instant
messages and various phone solutions
Practical uses:
• Office phone wherever you are
• Using your headline to promote a service
• Quickly check in on clients and team members
• Building a better team through communication
• Maximizing time and potential on conference
calls

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Customer Relationship Managers
What is it?
The lifeblood of your business development process
Practical uses:
• Contact information and organizational structure
• Organize your contact list
• Have the history of a relationship at a glance
• Schedule calls and meetings
• Organize sales plans and pipelines
• Track deals you won or lost and understand why
• Capture incoming leads

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Customer Relationship Managers
Which one is right for you?
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Understand what you need and define a budget
Research features and integration possibilities
Don't pay for seats or features you will never use
Ask your friends and see what others use
Don’t be afraid to experiment: .CSV is your friend

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Customer Relationship Managers
Where do I start?
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Spreadsheets
Salesforce
Zoho
Sugar
Nutshell
Contactually

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Evernote
What is it?
A sometimes intimidating suite of tools with a
wide variety of uses. TLDR: save stuff and
share it
Practical uses:
• Clip and save ideas for your messaging and PR
• Organize and prioritize prospect lists
• Share ideas and best practices
• Expense reports (Expensify)
• Conference management (Hello)
• Brainstorming (Mind Meister)

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Specialized Options
Moving from the strategic to the tactical
Asana – Task-based project management
Pocket - Brain dump depository for web articles
Contactually - Daily reminders and outreach programs
Hootsuite - Schedule and monitor your social media
Convertii – PDF to Word Converter
Buffer – Social Media Manager
FreshBooks / Quicken - Bookkeeping for the rest of us
Tripit - Organize your travel
Lanyard - Discover new conferences and opportunities
Mail Chimp - Email campaigns with tracking
Zappier – Web App connector / automator

26. Our Experience is Your Competitive Advantage
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Using These Tools to Prep
• Research the conference, understand the size
and who will be attending
• Know where you are going and what you are
doing (i.e., Establish your goals early)
• Maximize each trip by seeking secondary
opportunities (e.g., use EventBrite)
• Research the companies and individuals you are
meeting
• Send confirmation emails
(When, Where, Pictures, Mobile #)
• Include contact information on your calendar
and print it out

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At the Conference
Acquire information!
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Network!
Hand out your cards (you'll get them in return)
Pick up guides, magazines, etc.
Pay attention to where the good parties are
Prioritize new contacts and relationships over
education
Reach out for meetings on the ground (text and
tweet)
Use your cloud calendar to move and arrange
meetings on the fly
Maximize your time but know your limits
Be agile

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After the Conference
Week one:
1.Input all your cards into LinkedIN and your CRM
2.Extend invitations to all parties on LinkedIN
3.Update your CRM with the new information
4.Immediately follow up on all hot prospects
Week two:
1. Follow up with all remaining contacts from the show
2. Move forward on any action items from meetings
3. Input all data or knowledge from the show for future
reference

29. Our Experience is Your Competitive Advantage
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General Conference Tips
• Have the right people in the meetings and
don’t book a meeting just for “meeting’s
sake.”
• Identify your top targets using the tools we
discussed and reach out to them in that order
for meetings.
• Print a physical copy of your schedule and jot
down objectives to help you remember.
• Stay sober(ish).
• Don’t book meetings in general areas; include
addresses.

30. Our Experience is Your Competitive Advantage
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General Conference Tips
• Select quieter, low-traffic areas to meet.
• Introduce people with facts about one
another.
• Respect your budget; if you don’t need a
pass, don’t buy one.
• Tailor your strategy to the size and format of
the conference.
• Use these opportunities to build relationships
not just make contacts.

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Questions?
Jay Powell
Powell Group Consulting
919.809.7441
Jay@PowellGroupConsulting.com