Page 11 - BD Playbook

INTRODUCTION ◆ STRATEGY & PROCESS ◆ SOCIAL SELLING ◆ COMPETITIVE ANALYSIS ◆ MARKETING COLLABORATION ◆ WRAP-UP STRATEGY & PROCESS

Farming the existing client base while From start to finish, this process
hunting for new prospects is key. produces proven results.

hunting orchestrated work flow

identify prospects
An academic analysis of our core verticals
suggests Haskell works with less than 10%
Review Client Select a specific vertical Implement prospect choose
of the marketplace. A ready-aim-fire send a connection request Prospect Matrix within divisions market research
approach assures that prospects are a target
CPG EXAMPLES:
identified and approached in an organized, SEE PAGE 18 Beer, Wine & Spirits Wine reports, trends, and Google alerts. prospect
Utilize key sources like annual
Dairy
Food & Beverage
disciplined and repeatable process. send a thank you message Consumer Goods Beauty
The purpose of hunting is to go out in the Send credible Follow-up in two weeks Utilize LinkedIn
world, identify potential customers and send relationship building messages connection request with LinkedIn message connection to email
(offer something of value) set up a
close deals – this is the main mission and on LinkedIn prospect meeting
purpose of the Sales team. They contribute engage in shared SEE EXAMPLES Already received a response? Once you’re connected on LinkedIn
you’ll have access to the prospect’s
to the company’s bottom line by consistently groups ON PAGE 23 Skip to set-up a meeting! email and phone number.
adding new customers.
connect & engage on other Collaborate with Schedule internal call

farming social media platforms Marketing to create with Subject Matter conduct meeting with prospect
Experts (SMEs)
a presentation
move relationships
Make sure everyone is on the
FOLLOW UP: Enter lead or opportunity with notes into Cosential.
The vast majority of Haskell’s business is offline Communicate with the Marketing same page before the meeting. Send a “Thank You” note along with follow-up and contact information.
team to tailor the presentation
to the prospect’s interests.
with repeat customers. These relationships
are invaluable and will be managed through
Complete Request for Respond to Request for Prepare a response to
clearly assigned relationship managers.
Information (RFI) Qualifications (RFQ) Request for Proposal (RFP) SUBMIT
These efforts will be supported by Marketing
and BD through the implementation of Collaborate with the Marketing and PROPOSAL
Work with the Marketing team Provide requested information showcasing Project Development teams to prepare
calendared outreach activities. to gather and format information. Haskell’s qualifications and capabilties. digital & printed proposal documents.

Farming aims at keeping existing customers

to sustain the growth generated by the sales
team while increasing revenue through the

expansion of current accounts. By delivering if prospect has no specific need, call or email quarterly for follow-up
more value to customers, they in return,

bring more value to the company. if need is identified, hand off to a director
of project development and support pursuit

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