Request for Assistance: Business Development Basics
Hello everyone,
I’m reaching out for some guidance as I work on getting back to the fundamentals of Business Development.
A little background: I’m part of an agency that focuses on healthcare providers, particularly care homes and home care services, rather than NHS or hospitals. I manage business development across four counties, but my area is somewhat underdeveloped and disorganized due to past consultants leaving and inconsistent coverage.
I feel confident in my ability to conduct B.D. calls, as I prefer starting with a call-first approach. However, I find myself needing help with a straightforward method to track my progress and maintain an organized plan.
Currently, I struggle with organization – it’s something I have to consciously manage. I often find myself inputting data into various systems, managing multiple Excel sheets, and jotting down notes. As a result, by the end of the week, I often lose track of which managers I’ve spoken to, those I’ve yet to reach, and who requires follow-ups.
Overall, I’m having difficulty keeping tabs on all the prospects in my area and gaining a comprehensive understanding of them.
If anyone has suggestions for a simple, logical tracking system to help me remember my conversations and when to follow up, as well as enhance my market knowledge, I would greatly appreciate it!
Thank you in advance for your help!
RCadmin
Hi there!
It sounds like you’re in a challenging but exciting position with plenty of opportunities to enhance your business development in the healthcare sector. Here are some steps and tools that might help streamline your process and keep you organized:
Centralized CRM System: Consider utilizing a Customer Relationship Management (CRM) tool. This will help you keep all your data in one place rather than relying on multiple spreadsheets and notes. Look for a simple and user-friendly CRM like HubSpot, Zoho, or Pipedrive. Most CRMs allow you to track calls, manage follow-ups, and store important information about your prospects.
Organized File Structure: If a CRM isn’t feasible, set up a clear folder structure in a cloud-based solution (like Google Drive or Dropbox) for each county or business, keeping all relevant documents in one space. This will keep your information accessible and organized.
Daily/Weekly Review: Dedicate a time each week to review your progress. Every Friday, you might want to go over your notes, and follow up on anything left outstanding. This not only helps you recap but also allows you to set up a plan for the next week.
Call Log Template: Create a simple call log template in Excel or Google Sheets. Include columns like Date, Name, Company, Call Outcome, Follow-up Date, Notes, etc. This will help you visualize your outreach and follow-ups at a glance.
Task Management Tool: Consider a task management tool like Trello or Asana where you can create boards for each county or prospect. You can create tasks for follow-ups and move them through different stages (e.g., To Do, In Progress, Completed).
Regular Touchpoints: Plan out your outreach schedule for the week. Decide in advance which managers you want to connect with, and prioritize them based on your goals. Keeping a list of “hot leads” vs. “cold leads” can help you focus your efforts.
Market Research Calendar: Set aside time for research to increase your market knowledge. This could be as simple as spending 30 minutes daily reading industry news, exploring LinkedIn for insights, or subscribing to relevant newsletters.
Templates for Calls and Follow-ups: Create templates for your calls and follow-up emails. This saves time and ensures consistency in your communication.
By implementing some of these strategies, you’ll likely find it easier to manage your leads and follow-ups, making your business development efforts more effective. Remember to be patient with yourself as you tweak your process; building a strong system takes time.
Good luck, and feel free to reach out if you have more questions!