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7 Emerging Technologies

7 Emerging Techolo0ges Driving Business Growth

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15 views18 pages

7 Emerging Technologies

7 Emerging Techolo0ges Driving Business Growth

Uploaded by

Dave F
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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7 Emerging Technologies

Revolutionizing Business
Development
David J. Fionda CPA

©2012 BizDev Results


Business Development ?

©2012 Candeos,
©2011 BizDev Results
LLC
2012 Emerging Technologies Study

• 175 Professional Firms


• “Book of Lists”
• 5 Categories
• Selected Interviews
• Comprehensive
Analysis
• Business Development
Index (BDI)

©2012 Candeos,
©2011 BizDev Results
LLC
7 Emerging Technologies

©2012 Candeos,
©2011 BizDev Results
LLC
Defining Your Position, Message and Niche

• Business Category
• Target Customer
• Promise for Results
• Value Differentiators
• Niche Services

©2012 BizDev Results


Blogging

• Convey Expertise
• Visual
• Search Optimized
• Right Headlines
• Engaging Summary
• Call to Action
• Thought Leadership

©2012 BizDev Results


Online Video

• Testimonials
• Introductions
• Case Studies
• Value Proposition
• Blogging
• Interviews

©2012 BizDev Results


Social Media

• 92% Will Use Social Media


• Promote Your Firm
• Drive Visitors To Site
• Improve Search Results
• Build Relationships
• Establish Expertise
©2012 BizDev Results
Search

• New ‘”Yellow Pages”


• 34,000 Searches / Second
• 75% First Page Only
• 78% Google to Research Products & Services
©2012 BizDev Results
Lead Management

• Pipeline
• Manage Activities
• Lead Research
• Lead Identification
©2012 BizDev Results
Analytics

• Visitors
• Page Views
• Campaigns
• Social Media Effectiveness
©2012 BizDev Results
Client Engagement

• Groups
• Communities
• Social Sites
• Improve Retention
• Feedback and Research
• New Services
• Testimonials

©2012 BizDev Results


Today’s Sales Funnel

January 15 – March 15, 2012

Page Views 2,990

Visitors- 1,852

Prospects 73

Leads 11

Proposals
3

©2012 BizDev Results


Emerging Technology Drives Results

Growth % Profitability %

70% 35%
60% 30%
50% 25%
40% 20%
30% 15%
20% 10%
10% 5%
0% 0%
Minimal Strong Minimal Strong

Survey of 500 Professional Service Firms 2011 – Hinge Research

©2012 BizDev Results


CPA Firm Experiences
Action - Developed a comprehensive growth
Regional CT CPA Firm strategy that leveraged these emerging
technologies.
Result - Less than 6 months after launch,
generated a half a million dollars in new revenues.

Action – Implemented partner blogging and


Regional NJ CPA Firm promotion through social media.
Result – Landed five figure client in Austin TX that
identified the firm’s niche expertise through
search.

Action – Implemented a strategy to eliminate


Mass Consulting Firm traditional marketing and focus exclusively
business development technologies.
Result – Thirty five percent increase in new client
opportunities and 20% in new revenue growth.

©2012 BizDev Results


Best Practices

1. Evaluate all Marketing Spending Against Business


Results
2. Identify Next Generation of Rainmakers
3. Create a Business Development Plan and Strategy
4. Integrated Traditional and Technology Based
Business Development
5. Launch to All Partners and Key Staff
6. Monitor and Enforce Accountability

©2012 Candeos,
©2011 BizDev Results
LLC
Summary and Wrap Up

©2012 BizDev Results


Questions and Answers

©2012 BizDev Results

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