Planning, Strategy Development, Economic Analysis, Design
BUSINESS DEVELOPMENT SKILLS
An important by-product of my work is a concept known as Demand Shaping.
Specifically, as I assist organizations with developing optimal work environments, discussions and decisions lead to the determination of the types and capacity of products and services required to enable an organization.
The result is the "shaping" of an organization's following portfolios:
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Industrial Assets;
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Information Systems and Computing Technology; and
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Services
Skills Group: Demand Shaping
Skills include:
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Defining business development opportunities through direct and indirect client/customer interaction
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Shaping demand for products and services through analysis of identified business development opportunities
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Developing demand presentations for consumption by internal Portfolio Executives, Account Executives and Sales Executives
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Aligning business consulting and client solution design opportunities with account management and potential sales efforts
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Creating partnerships with complimentary external organizations that can assist in meeting identified demand for products and services
Deliverables
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Identified business development opportunities
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Identified client contacts associated with business development opportunities
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Identified demand levels for products and services
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Product demand presentations
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Services demand presentations
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Established product and services partners (business network)
Skills Group: Account Planning
Skills include:
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Working with Account Executive and Sales Executives in the development of account initiatives and sales motions pursuant to identified demand
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Assisting and leading the development of formal responses to received Request for Information (RFI), Request for Proposal (RFP) and Request for Quote (RFQ)
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Developing supporting products and services presentations that align with account initiatives and sales motions
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Developing account initiatives and sales motions budgets associated with introducing products and services that address identified demand
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Assisting in the development of client/customer relationships through interaction with External Clients, Portfolio Managers, Account Executives and Sales Executives
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Developing pro forma revenues from the sales and delivery of products and services
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Assisting in client-specific product and/or services contracts development