business development next generation
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Business Development Next Generation Iris Stewart , Customer Business Development Manager
National Sales – Graphic Communications
March 23, 2015 Fuji Xerox Internal Use Only1
Who Am I?
Iris Stewart – Customer Business Development Manager
• 5 years at Fuji Xerox
• Over 2 years in current role – Customer Business Development Manager & Manager of
1:1 Ignite Program Australia
• 3 Years Senior Account Manager – Graphic Communications
• Previous Experience
• 2 years Business Development Manager – ABNote Australia
• 2 years Sales – Accounts & Communications – Altshuls
• 4 years – Marketing Communications Manager – ANZ Bank
March 23, 2015 Fuji Xerox Internal Use Only2
Linkedin, Facebook, Google+ & Twitter
March 23, 2015 Fuji Xerox Internal Use Only3
Oxford Dictionary
Business
work, line of work, line,
occupation, profession, career,
employment, job, position,
pursuit, vocation, calling, field,
sphere, walk of life, trade, craft
Development
evolution, growth, maturing,
expansion, enlargement,
spread, build out, progress,
success, blossoming, blooming,
burgeoning, headway
March 23, 2015 Fuji Xerox Internal Use Only4
Profession Evolution in the pursuit of expansion, calling on progress to create
a new walk of life
Top 5 of the challenges in the Market
1) Marketing – how do you get your name and offerings out to customers and potential customers
2) Sales - how to project, measure and track sales revenue and profit
3) Proposition – what is your unique message to customers, what do you offer better than the competition
4) Social Media – how to use it to promote and sell products and services
5) Sales skills of employees – how to educate and train your sales force
March 23, 2015 Fuji Xerox Internal Use Only5
What resources do we have?
March 23, 2015 Fuji Xerox Internal Use Only6
Business
Development
Financial
Marketing
Custom Consulting
Profit Accelerator
Lean Processes
Sales
Why BD? Where is the value?
We need to understand the present and the future
March 23, 2015 Fuji Xerox Internal Use Only8
Current state of the GC companies
world wide
Timeline – 2015 to the Future
Expert!
Has earned a green card in the business
Virtual employee
for the customer
Trusted Advisor
Max 5 accounts
Knows the business of the customer
Key Account Management
Account Plan
100-300 accounts
Account Management
Many accounts to visit
*Speed
No time to spend quality time with the customer
Sales
Strategy + Success = Making Better Choices
March 23, 2015 Fuji Xerox Internal Use Only9
$$ INVOICE
No Vision, Strategy,
Focus, Market
Understanding,
Weak Adaption of
Transformation
IT driven,
Marketing, Sales,
Focus, Niche
Player
Cash flow based on product types
March 23, 2015 Fuji Xerox Internal Use Only10
Logistic
Products
Strategic
Products
Commodity
Products
Lever
Products
Logistic
Risk
Financial
Risk
80%
are active
in this
area
What have Fuji Xerox done for our customers?
• Enabled customers self learning through
our Profit Accelerator tools
• Lunch / Breakfast and learn sessions
• Customer consulting in Business Planning,
Marketing Strategies and Sales
Management Planning
• Sales & Product training to address end
customer needs
• 1:1 Ignite Program to guide and assist in
delivering 1 to 1 cross channel
communications
• Lean Manufacturing audits to help reduce
business costs
March 23, 2015 Fuji Xerox Internal Use Only11
Summary
• Fuji Xerox Customer
Business
Development
Consulting Services
are here to help you
grow your business,
reduce costs,
produce more work,
focus on what
matters most to you,
delighting your
customers.
March 23, 2015 Fuji Xerox Internal Use Only12
Questions?
March 23, 2015 Fuji Xerox Internal Use Only13
Xerox, Xerox and Design, as well as Fuji Xerox and Design are registered trademarks or trademarks of Xerox Corporation in Japan and/or other countries and are used under license.
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