BUSINESS DEVELOPMENT AND MARKETING AUDITS

STRUCTURE, PROCESS, COMMUNICATION

DOER-SELLER BUSINESS DEVELOPMENT TRAINING PROGRAM

PRESENTATION / INTERVIEW TRAINING & STRATEGY

POSITIONING

STRATEGIC PLANNING

 

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FACILITATION

MARKET RESEARCH

STRATEGIC CLIENT AND PURSUIT STRATEGY

BRANDING

CLIENT PERCEPTION STUDIES

COACHING

TALENT RETENTION

IDEA GENERATION

BUSINESS DEVELOPMENT AND MARKETING AUDITS

 

BUSINESS DEVELOPMENT AND MARKETING AUDITS

The most effective way to evaluate your current position, strategies, structure, processes and skill sets as an organization is through a business development and marketing audit. The audit starts with a leadership discovery meeting to learn about and assess the firms structure business development and marketing processes and communications . Following this discovery meeting, we conduct one-on-one interviews either in person (preferably) or via video conference with key business development and marketing staff including identified potential doer-sellers. We will then analyze existing marketing strategies, materials, collaterals and marketing plans.

The result is a deliverable report consisting of a comprehensive analysis of individual and corporate skills, goals, and deficiencies, along with recommendations that can take your business development and marketing to the next level, significantly impact your bottom line through increased efficiencies, process development and improvement, strategy, internal communication, training, and more. We also deliver recommendations of participants to engage in a Doer-Seller Business Development Training Program.

 

STRUCTURE, PROCESS, COMMUNICATION

Our Business Development and Marketing Audits often result in a determination that in order to grow or be more profitable, changes need to be made to their structure, processes and communications.  

STRUCTURE. Creating the right structure can make the difference by having the right people in the right places, harnessing your existing talent, and identifying and growing future leadership while promoting accountability. We help firms analyze their current structure and re-define those structures to best serve the goals of the organization. We also help create a structure that encourages a business development culture.

BUSINESS DEVELOPMENT & MARKETING PROCESS. Implementing a strategic business development program can help transition to a rifle approach placing more focus on specific targets. Through a priority based client management approach, you are spending the majority of your time on your highest priority clients while addressing other clients at the same time. We can help implement a priority based business development program to maximize business development efforts to win work and stay ahead of your competition. We can also help you develop marketing processes that allow you to increase efficiencies, reduce redundancy and capture and keep more information.

COMMUNICATIONS. Communications is crucial to the success of any company. Yet this is the piece we so often see as lacking in firms, especially as they grow. We work with you to develop a communications plan that encourages accountability, fosters teamwork, engages all levels of leadership, crosses markets and service lines, and integrating marketing. As part of our communications program, we work with business development,  marketing and leadership to format a monthly Business Development meeting with the tools to create a concise, informative, and productive meeting so what is learned will continue to be implemented and your team will work together to achieve corporate goals. We assist with leading the first meeting and guiding staff in leading this meeting successfully.

 

DOER-SELLER BUSINESS DEVELOPMENT TRAINING PROGRAM

Our Doer-Seller Business Development Training Program guides participants through all the stages of business development. Each participant develops their personal Business Development plan, with the goal of taking a client (chosen or assigned) and developing a relationship, positioning the firm, identifying an opportunity, writing the proposal, nailing the interview and ultimately securing the work. Program sessions are designed to include hands-on workshops along with practical assignments, allowing participants to work simultaneously towards their goal to secure a new client or enhance an existing one. We work with you to determine the modules to use in your tailored program. With over 200 technical professionals turned successful Doer-Sellers, we love those light bulb moments when a technical professional realizes that they can indeed build relationships and help their firms build business.

 
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PRESENTATION / INTERVIEW TRAINING & STRATEGY

Presentations are more than just the skill of the presenter or a PowerPoint file. Presentations are a process. Ignite can help you build a Championship Interview Team through a one or two day program that will take them through the steps of developing a winning presentation that is repeatable and successful. We teach them how to plan, develop strategy, create the right message, storyboard, create impactful visuals and choreograph their team so they can compete in our mock presentation contest.  Fear of public speaking is America’s biggest phobia – death only comes 2nd. We also equip your team with basic techniques to help them improve their speaking with exercises to give you them practice and help improve their confidence. Also, ask us how we can help you prepare and develop your strategy for a specific strategic interview.

 
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POSITIONING

Positioning is an art. Great positioning tells a compelling, attention grabbing story - a story that resonates with your audience. Positioning your talent as experts in the industry as well as your firm as being value added can be enhanced through the development of external education and training programs. Beyond the typical brown bags and conferences, Ignite can help you develop a strategic external education and training program that can raise your firms profile in creating and enhancing relationships that lead to increased revenues.

 

STRATEGIC PLANNING

Have you exhausted countless hours developing strategic plans that have not been implemented? You are not alone. Unfortunately, success rates for strategic plans are typically poor. Creating and implementing an effective strategic plan is possible – when you have the right guidance and the right process to go from a plan on paper to a plan in motion. The right facilitator can make all the difference in the world. A neutral facilitator doesn’t have a stake in the outcome and is in the best position to be neutral and unbiased. By taking over the meeting we allow the chair or CEO to participate like they never could before. Whether you’re developing a strategic plan for the first time for your team or redefining your business strategy for your division, Ignite can help you set up your organization for success by helping you plan, implement, and monitor your organization business strategy. We believe that there is no one right way to do strategic planning. Each client has their own unique situation and unique needs. We have helped organizations develop their strategic plans through individual business development and client capture plans going from individual goals that lead to team goals that then lead to regional goals and then overall corporate goals, rolling up of the individual plans, helping to identify gaps and facilitate an overall corporate strategic plan identifying larger strategic goals with plans and action items.

Successful strategic planning is dependent on establishing a clearly defined strategic direction, making sure the plan is actionable, aligning the organization with the priorities of the plan, getting all stakeholders engaged in the process and setting specific, measurable outcomes. At Ignite, we believe that the success of a strategic plan is truly in the Action Plan – this is where the rubber meets the road. With a well thought out action plan it is clear who is going to do what by when in order to get you where you want to go. 

 

MEETING FACILITATION

Not all meetings are created equal. Some are crucial to your organization's future and can benefit from an outside facilitator. As your facilitator, Ignite is your partner. We structure and run your meeting keeping participants on track, ensuring the accomplishment of expected results. From strategic planning to board retreats, our services include prep, logistics, set-up, facilitation, wrap-up, and reporting.

Ignite also offers Lego Serious Play facilitation. This method offers a facilitated meeting, communication and problem-solving process in which participants are led through a series of questions, probing deeper and deeper into the subject. Typically, workshops focus on challenging issues or developing strategies while each participant builds his or her own Lego model in response to the facilitator´s questions . These 3D models serve as a basis for group discussion, knowledge sharing, problem solving and decision making and help foster creative thinking and finding unique solutions. The technique improves group problem solving. By utilizing visual, auditory and kinesthetic skills, the method requires participants to learn and listen, and it provides all participants with a voice. The method also serves as a shared language regardless of culture or position. This innovative process is designed to enhance innovation and business performance. Based on research which shows that this kind of hands-on, minds-on learning produces a deeper, more meaningful understanding of the world and its possibilities.  "You can learn more about a person in an hour of play than you can from a lifetime of conversation” Plato

 

MARKET RESEARCH

In an age of volatile market changes and stiff competition, organizations need continuous market research, in order to develop effective strategies. While research is key to marketing decision making, sometimes small efforts will provide the needed information. However, there are times when more elaborate research work is needed. Ignite can assist you with various levels of market research from client research, CIP tracking, identifying emerging markets, other market trends and more.

 

STRATEGIC CLIENT AND PURSUIT STRATEGY

Ignite works with teams to develop in-depth client capture plans that detail all the information and tactics needed to capture a client or retain a strong existing client. We ensure that you are finding the right information, asking the right questions, developing and winning over the right relationships. We implement methods and messaging that takes you from commodity to trusted asset. We work with you to come up with an action plan defining tactics and assisting with bringing new ideas for developing winning relationships. We also help ensure accountability so those tactics are carried out.

Once you have identified a project for pursuit, we help you lay out a pursuit strategy that identifies your unique differentiators, key client and project issues, hot buttons and develop messaging based on the benefits of your specific features that are important to the client and the evidence to support them to ensure you bring home the win.

 

BRANDING

Your brand is the feeling you elicit when someone hears your name. It is what someone says about you when you are not in the room. You do not determine your brand, those who experience you do.              Ignites' corporate re-branding services are aimed at facilitating the development of your organizations brand. Our branding services include:

  • Assessing the perceived brand of the firm through a client perception study (see below).
  • Discovering your organizations WHY (reference Simon Sinek's Golden Circle).
  • Determine how the firm wants to be perceived through a discovery exercise with firm leadership.
  • Determine the firm’s true differentiators through the client perception study and leadership discussion.
  • Determine the firm’s recruitment differentiator through employee interviews.
  • Based on the firm’s true differentiators, develop a strategic vision.
  • Develop updated messaging to include: tag line, brand statement / elevator speech, firm profile, boilerplate, website and social media.
  • Articulate the firm’s culture.
  • Develop a Market Positioning Strategy.
  • Develop strategy for conversion of any acquisitions.
  • Develop an internal employee launch.
  • Develop an external client launch, including campaigns, events, conferences, and social media.
  • Develop an external recruitment launch, including recruitment strategy and campaign.
  • Ignite works with industry consulting partners who can assist in the graphic design elements of any re-branding efforts
 

CLIENT PERCEPTION STUDIES

Understanding how your brand and services are viewed by clients is a critical insight for any organization. Client perception studies are like the grown-up version of passing that 'Do you like me?' note. They give you insight into what someone thinks about your brand and services.  A client perception study is a tool for collecting opinions on your company's performance, brand, perception and more. Though all brands and companies strive to be the best at what they do, sometimes that does not translate into how people feel about your brand services. One of the best ways to determine how a person feels about you is simply to ask for their frank, unbiased opinion. Client perception studies are built on the foundation of your clients' and prospects' opinions and can provide valuable insight into what you're doing right and where there might be room for improvement. Ignite can assist you in conducting your client perception study and ensure that your clients feel comfortable giving candid feedback. The results can be used to improve client service, develop strategy, confirm your brand or re-brand..

 

COACHING

Through our coaching services, we can help you no matter what level of your career ignite your passion, formulate and implement a plan that will turn your inspiration into action and impact your ultimate success. Our coaching programs include goal setting, planning, monthly meeting (in person or electronic), and reporting. We help individuals get to the next level of their career, and teams reach revenue goals. 

Ignite is also proud to offer Strengths Based Coaching for Executives, Management and Teams. Beginning with your Strengths-Finder assessment, we work with you and your teams to help you expand on the experience, gifts, and qualities you already have. Leaders are able to manage more effectively and can better motivate and inspire their teams. Work groups can be structured to maximize each individual’s strengths for optimal team performance. Employees develop a deeper sense of loyalty to the organization which leads to greater engagement. Companies benefit from higher productivity, lower employee turnover, increased sales and profitability.

 

TALENT RETENTION

Let's face it, we are in a talent war. It is hard enough adding new talent, without having to deal with replacing existing talent. Often times, retention is a simple matter of having a process in place by which talent understands their opportunities for growth in an organization. We have helped clients implement employee growth paths, professional development plans that directly correlate to newly developed annual reviews. We work with HR and leadership to develop and implement these plans in an effort to retain existing talent and as an incentive for recruiting new talent.

We also know that it has become essential to grow your own talent. This often requires building relationships with universities to implementing co-work programs, internships and other recruiting tools to recruit new talent as well as implementing program to train and grow them. We have helped organizations develop these programs.

 

IDEA GENERATION

Where will your success come from tomorrow? As a leader, you must focus your resources on challenging the status quo and helping others innovate. Reach across your organization for new and innovative ideas; fresh perspectives inspire fresh thinking. Ignite helps our clients innovate through idea generation from business development strategies to marketing campaigns, signature events and more.