Business Development to Drive Growth

Lois Ritarossi, Senior ConsultantPhone: 781-444-6849lois@rogergimbel.com

A Worldwide Consulting FirmOffering

Consulting for business development

Offering

Results

Increased revenueMore profitable applicationsImproved workflow

Services

Business Development Strategic Planning Workflow Analysis Sales Training Marketing Campaigns Customer workshops Distributed Print

Implementation Training Course

Development

What is Your Value Beyond Print?

Communication Challenges

Customer Service

Reduce Expenses

Treat each customer differently

Improve customer loyalty and retention

Correct messages reach the correct customers at the correct time

Maximize cross-sell/up-sell opportunities

Improve customer loyalty and retention

Measure the effectiveness and ROI of marketing campaigns

Control the costs of customer communications

Manage multiple communications channels

Improve Revenue

The Change Constant

1995E-Commerce

1994The Web

1997

Content Mgmt.

2000

One-to-One X-Media

2002

Marketing Analytics

2005CRM Age of

Loyalty

2007Social Media

Cloud Computing

2009 2010Mobile

Marketing

2011iPad/Tablet

Apps

Content Rules

WEB

Business SystemsADS/POS

RSS Feeds

Mobile

Email

Social Media

Direct MailLiterature on

Demand

Online Ads

Podcasts

Micro Sites

What is your value beyond Print?How can you help your clients’ succeed and grow?

Biz Development

“Want to buy what I got?”

“I’ve got some ideas to help

you…”

Sales

Sales vs. Business Development

Consultative Selling Process

Seeks to uncover needsNeeds

Works as a partnerPartner

Provides win-win solutionsSolutions

Builds relationships, then salesRelationships

Adds value to clientValue

Consultative Approaches

Offers customer optionsFocus on Solutions

Provides value See Clients’ Perspective

Maintains integrityProvides Counsel

Pro-active ListeningLearns about client through questions

Selling Approach1

Commodity

Consultative

3

Trusted Advisor

4

Transactional

2

Why Business Development?Value beyond hardware and softwareDifferentiate from competitors Industry results – Production solutions

Biz Dev engagement drives volume growth Biz Dev Focus

Marketing Strategy Marketing Plan Sales Training Software deployment

The Industry in Changing

Do you want to be part of their past?

The Industry in Changing

Or Part of their future?

Questions?

Thank You

Lois Ritarossi, Senior ConsultantPhone: 781-444-6849lois@rogergimbel.com