Business Development Coaching: A Professional and Personal Development Tool

Business development coaching is a service which offers business leaders a chance to analyse and reflect upon their own business practices and to set targets and take action to achieve success as a result of the findings made. Business coaching can therefore be described as a process that facilitates learning and development within business and thus has the potential to improve performance. Consequently, the aim of business coaching is to enable entrepreneurs to reach their full potential.

Business development coaching explores the requirements, motivations, skills, desires, and opinions of business leaders to assist them in making a lasting and fulfilling change to their business. Business coaching uses questioning techniques to aid an individual’s own thought processes. The purpose of this is to enable the individual to conjure up solutions and possible actions by themselves, for the good of their business.

Business coaching involves the creative application of a range of tools and techniques, including one-to-one and group training. Business coaches aid individuals in evaluating the outcome of business development training through objective measures. This allows clients to assess their achievements.

In order to carry out their role effectively, business coaches require a sound knowledge and understanding of reflecting and analysing business practice and the skills and techniques needed to set targets and reach them. Business coaches do not typically possess direct knowledge and experience of their client’s own role within a business. However, skills-focused coaches are likely to have prior experience of working in a similar role to that of the clients that they work with.

Organisation development and the requirement to provide employees with the guidance they require to change roles in the workplace often inspire companies to take advantage of business coaching. In the past, business coaching was typically considered to be for business leaders only. However, it is now considered a highly regarded professional and personal development tool for all.

Coaching programmes for business can enhance morale, productivity and motivation. In addition, business development training has been proven to reduce staff turnover throughout organisational change. Modern business coaching differs from traditional forms of training in that it is designed to suit the recipient’s personal needs and learning style. It fine tunes an individual’s existing skills and is able to focus on interpersonal skills which cannot be easily transferred during traditional training.

In order for business development coaching to be at its most effective, a business leader is first required to determine the type of coaching services they require – be it specialist or general coaching – before enlisting professional help. While business development coaching is popular with organisations, an increase has been seen in the number of individuals seeking private coaching. Some recipients of private coaching seek career change while others desire to maximise their potential within their existing company or to improve the equilibrium of their work and home lives.

Commercial Agents – How to Turn Your Listing Processes Into a Cash Cow

When you work in commercial real estate sales or leasing, your listings and commissions are the keys to success as a salesperson. You need plenty of both. Your listings can be your cash cow if you set the right rules and implement them.

To make the most of your time in the real estate business you want your listings to convert to closed contracts and leases as effectively as possible. Here are some ideas to help you do that:

  1. Dominate your territory on a location by location basis. For this means that street by street you should penetrate the market with your property signage and property promotions. Street by street marketing is far more effective in territory domination; over a period of time you can be seen as the property specialist over a larger area.
  2. Every property enquiry that comes to you should be qualified given the property type and the attributes of the local area. One key question to add to the process in all conversations is that of the property referral, or the person’s awareness of property needs with the other people that they know. The simple question will open many doors of future listing opportunity.
  3. Get to know the local businesses within each area or precinct, and the proprietors of those businesses. They will have property needs from time to time and on that basis you should be well known to them. The way to achieve this is through constant ongoing contact with relevant property and territory information.
  4. Every property that has been successfully sold or leased by your office should be subjected to a successful letter campaign through the adjacent and nearby businesses. This type of letter is more inclined to reach the right people and decision makers related to property locally.
  5. Every property that is released for sale or lease in the local area should be directly promoted to the local businesses and property owners. The best way to do this is via direct telephone calls, property flyers, and direct letters.
  6. When a particular property is put on the market and the signboard is placed on the property, take a few hours to walk around the area and meet with the property owners and business proprietors immediately surrounding the listing. This becomes a source of local property market intelligence.
  7. Given the high value process in item five above, you can adopt the same strategy with the listings of other agents in your area. It is remarkable how other agents do not canvass the local area comprehensively around their own listings. You can use their signage as the opportunity to find nearby listings and compete with their activity.
  8. The most successful real estate agents and salespeople develop a high profile for the office and themselves through well-structured quality marketing campaigns. Local property owners and business proprietors observe the quality of the marketing that you adopt on all your listings, and are therefore more likely to return to you when they have a property need in the future.

All of these factors are aligned to the listing opportunity in your local area. They are stages and points of focus that produce momentum and future leads; they can make your listing process a ‘cash cow’.

The best way to tap into this ‘cash cow’ market intelligence is through the use of a comprehensive database that is exclusively yours and totally up to date.

5 Business Development Don’ts

5 Business Development Don’ts

In my over 25 years experience in business development for Financial institutions, IT enterprises, Law Firms and Medical Practices there is an unfortunate, common repetitive pattern/tendency that costs unnecessary money and reduces efficiencies considerably.

This tendency can simply be defined as “unproductive” business development practices. While it can be stated simply it is NOT a straightforward problem in the least. Not appropriately, consistently and diligently creating and implementing a business development plan can and does cause significant financial and productive leakages to a business entity. For a small or growing company, business or practice, such a business development oversight can and often is very detrimental in many ways.

I have identified 5 of the most common unproductive business development practices. I hope that, if you can identify any or all of these within your business entity, you recognize the red flag and take heed.

The 5 Major Business Development Don’ts are the Following:

1) Don’t Randomly Advertise. Sounds weird, but it is NOT. One of the most common mistakes and seemingly harmless ones is to advertise a company, product or service without a clear target.

Unless you are a large entity, advertising expenditures should be seriously confined for specific targeted campaigns. Brand recognition advertising for smaller and or new practices is NOT an optimum use of resources.

2) Don’t Just “Get” Business- Instead Get the Right Business.

A common mistake in small to medium size companies is to “accept” any client even if the fit is not perfect, i.e. a client project that is not cost effective or a “difficult problematic client” or a client whose request is out of the range of expertise.

This can be a seemingly difficult situation, especially, if there are cash flow issues within a company. However, ultimately, saying no to these clients is the most cost effective solution.

3) Don’t Leave Your Business Growth to “Chance”

Many small businesses and medical practices get “caught up” in servicing clients when ample clientele is at hand, thus, ignoring future business needs. For small to medium size businesses this is one of the major causes of cash- flow problems. There should always be a consistent everyday effort to bring in new clients. This ensures a constant source of new clients as they progress through the customer life cycle.

4) Don’t Ignore Your Previous Clients

One of the biggest sources of potential revenue for any business, medical practice or law firm is satisfied past clients. There are three ways that these clients can generate new revenue for a business: firstly, by cross-selling other products or services that are complementary to what they bought last time; secondly, by up-selling services or products that enhance their growth or customer satisfaction; thirdly, referrals. Satisfied customers are one of the greatest sources of new business. However, in order for this to be successful you must cultivate a “relationship” with your clients via warm calling, holiday cards, emails, gift certificates etc and you must ASK! Previous Clients are the quickest most effective way to gain new clients… do not ignore this financial resource at your fingertip!

5) Don’t Confuse Business Development/Sales/Marketing

Sales and Marketing are quite distinct from Business Development. Simply put Sales represents the completion of a client prospecting stage, Marketing is the means to communicate value and awareness of a product or service, while Business Development represents the holistic/big picture for business growth. More specifically, business development concerns the tasks, processes and preparation for business/opportunity growth. Business Development is in essence the means to obtain the plan and targeting for growth. Having this plan/bigger picture helps to refine the client/service/product penetration and thus expedites and streamlines the sales and marketing efforts.

Ironically, most sophisticated and large companies have well funded business development departments, however, it is the start-ups, small and medium size enterprises that actually need a business development team or process the most.

It is my sincere expectation and desire that should you identify any of these “red flags” in your business it will start a thinking process and adjustment of your entity’s activities and strategies.

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