Moderated by Ivan Vlasyuk, Freelance Project Managerivan.vlasyuk@gmail.com

Tue, 13 Apr, 2010 Prague, Czech Republic 2

Agenda: CCC meeting 13th April, Tuesday, 19-20:30

1.Coffee tasting – Starbuck's staff - 5 min - fun & informative2.Round table introductions - Ivan - 10min - team formed3.Dave - presentation/speach and Q&A - 15min 4.Open table discussion - team - 55min - knowledge formed5.Generating questions for Leaders' Dialogue <www.leadersmagazine.cz/leaders> - 5 min-Mr. Ivan Pilný - President – Tuesday Business Network, Prague-H.E. Mr. Ole Emil Moesby - Ambassador – Kingdom of Denmark Embassy, Prague-H.E. Mr. Jens EIKAAS - Ambassador – Kingdom of Norway Embassy, Prague

Tue, 13 Apr, 2010 Prague, Czech Republic 3

Attendees:● Akoury, Samir● Bellu, Emilio● Byelikov, Maxim● Croix, Liam● Felixova, Lucie● Filipovich, Aleh● Hanadi Bayai● Havránek, Jakub● Ivzhichenko, Olga● Jablonski, Jacek● Mindfield, Maxim● Moiseenko, Yanina● Padilla, Se● Pavlova, Monika● Ruzius, Dave● Severinova, Aneliya● Shirley, Martin● Vlasyuk, Ivan

Business Development / Client Acquisition for Small Business

presented by Dave Ruzius <dave.ruzius@gmail.com>

www.theworks.cz | dave@theworks.cz

Business Development Bingo● Market Research and Trend Analysis● Marketing● Lead Generation / Pipeline Development and Management● Networking● Pitching● CRM● Collect and Process Feedback● Developing Sales Channels● Competitive Analysis● Developing Partnerships / Alliances● Product Development● Business Model (Re)design● Brand Development and Monitoring

And …. And….And….

A Definition

To maintain customers,attract new customers,penetrate (new) markets anddevelop a recognizable brand with existing or new product(s) and business model to achieve sustainable growth

More than just marketing and sales

Big vs SmallYou yourself are Marketing, S ales, Product Development, Production and Office Assistant… so…•Reserve the time to market and generate leads•Even when you’re “full”•Make it as simple and repeatable as possible•Create your marketing “pack” and re-use– Portfolio, brochure, business cards… the works

Client Acquisition

● Recurring work for same customer?● Referral from customers / friends● Your Network● Active acquisition and marketing?

It’s Time To

● Maintain● Find● Be Found● Show Off● Be Different

Maintain

● Support, Maintenance and Retainers● Offer lifetime value and grow together with

clients● Partner

Find● Ask your loyal customers for referrals● Don’t forget past customers● Cold contact● Check Job boards● Visit Industry and Networking events● Organize events● Chambers of Commerce● Cowork !

Be Found● Website, SEO & linkbait● Social Networks facebook, linkedin, xing

– Create a nick, use it, stick to it and link it to your name ● Directories, ‘yellow page’ listings● Go Gorilla / Guerilla● Define your target, be there and interact !

– Networking– Sponsor Events– Stay close (very) with other businesses (even competitors)

Show Off● Perception is reality, portfolio = you● Ask for a credit on your work (web, print, etc)● Join forum and blog discussions and

contribute● Blog– Focus ! A blog about everything is about nothing

● Twitter with care● Organize events

Be different

● Go Guerilla● Get in the Guinness Book of Records● Special offers (Rainy Day, Obama in Prague,

..)● Become an Exclusive Product (eg via referral

only) or a “Club”

Remember

● Maintain● Find● Be Found● Show Off● Be Different

Tue, 13 Apr, 2010 Prague, Czech Republic 16

Minutes taken – Slide 1• Tasted S tarbucks coffee – S umatra – Asia/Pacific region - It has a full, buttery body with virtually no acidity, so the coffee’s

intensity and flavor simply lingers on your tongue. Make no mistake, this is a slurping coffee. At its best, there’s no mistaking the concentrated herbal notes and earthy aroma.

• Business Development (BD) is a wide concept, not just sales

• BD is normally planned when planning for a new business or project

• BD should be incorporated in daily/weekly activities, could be 30min or 2hours

• S pecifically think on what actions need to be taken to grow business and attract new customer

• Check with your network, events, chamber of commerce, develop online brand

• Be ready to find new clients, before it could be already late to find new (in case of bankruptcy)

• Update your portfolio (on website)

• Lead generation – actively find customers, use online tools to be found by customers, mouth to mouth referrals, speaking in public, organizing events, writing articles within area of your expertise, touch base with old customers, cold contacting, post your resume as service provider on a job board, attend events of Chamber of Commerce, write and publish interesting content on your site, publish presentations on S lideS hare, register with YelloPages directory, going guerilla – be visible where possible in non-traditional ways (ideally no stickers in public transport), start sponsoring events, try to get into the book of Guiness records, publish artice on Wikipedia.org, post video on YouTube, post photo on Flickr, Tweet (yet tweet with care, not too often and with business related content).

• Be linked on FB, LN with your competitors, so that you track whom do they work with

• Ask your customer a referral and/or testimonial for the work you have completed for him

• Be different (pick 1-3 things that make you unique) – doesn't matter if you choose business market where there already many cometitiors, yet choose area where you are best at.

Tue, 13 Apr, 2010 Prague, Czech Republic 17

Basic Info

Name: Young Professionals Forum

Category: Organizations - Community Organizations

Description: The Young Professionals Forum is devoted to providing young professionals with the skills, contacts, and opportunities to help them succeed and become active members of the business community.

Privacy Type: Open: All content is public

www.youngprofessionalsforum.cz

http://www.facebook.com/group.php?gid=21748200412

Ivan Vlasyuk, Freelance Project Managerivan.vlasyuk@gmail.com