How to Become a Business Development Executive?

A business development executive (BDE) plays an imperative role in the growth of a company. It is the job of a BDE to promote the product/service segment of the company. At some organisations, business development executives are also called sales executives. If you want to build a career as a business development executive, below career guide would ease your journey.

Some of the duties of a business development executive-
1) As a BDE, you would need to frequently interact with potential clients to establish new business relations.
2) It is the job of an executive to do market analysis. On the basis of these market reports, business strategies would be formulated.

Required education & qualifications
The stream in which you have completed your graduation doesn’t play a crucial role because students from all fields can apply for the job. Moreover, top-notch companies prefer to hire candidates who know two or more foreign languages. In fact, this is a kind of job where your soft skills would be more beneficial than your academic qualifications & degree.

It is advised to gain some good work experience in finance and management by pursuing a business-related course. If you want to work in a technical company then it is important to have some good technical background and sales experience in a particular field.

Some crucial skills
1) Excellent business knowledge
2) Good communication skills
3) Learner
4) Negotiable skills
5) Team player
6) Analytical ability

Scope of business development executive jobs
In the near future, there would be a great rise in the number of BDE job positions, especially in fast developing fields like online commerce and pharma. As more and more companies are vying for the online space, there would be a huge demand of business development executives who can help a company in expanding its online business.

The package
Typically, the salary structure of a business development executive includes basic pay and commission. The basic salary of a BDE can vary anywhere between Rs 2-3 lakh/annum. If you hit the target then you will also earn commission and incentives.

Where to look for BDE jobs in India?
The jobs are available throughout the country. However, there are few Indian cities, like Delhi, Gurgaon, Mumbai, Chandigarh, Bangalore, Chennai and Pune, where you can find booming job opportunities in diversified sectors. Various top-notch companies have opened their offices in these cities and therefore, there is a high demand of BDE in these areas.

How Much Sales Is Involved With Business Development?

If you ask a group of people what they think business development is, you would most likely get a few different answers. There is even a chance that your own view of business development and sales may be used interchangeably.

Business development involves more of a strategic approach such as strategy, marketing, customer management, and partnerships; these activities encompass about 75%-80% of the approach, and sales about 20%-25%.

When I get asked the question, does business development have something to do with sales? Yes, it does. Is it related to business growth? Most definitely it does. Does it have anything to do with business strategy? There is a good chance it does.

Business development is a culmination of these different activities but most importantly, it’s all about shifting to the point of view of the client. This will provide you with that new perspective and will have you balance your efforts across these key activities that you and your client will both need and address. Whenever you conduct your business development efforts make sure to take the perspective from the client’s point of view and try to develop a deeper understanding of what their problem is. Realize that the client only cares about one thing and that’s their own group or company’s survival and the problem that they are facing. The client is only interested in you if they identify a need/problem or pain point that you can solve and provide a solution for it. It’s the kind of value that you can provide them that will enable them to consider your firm for the project.

If your firm’s approach is strictly from a sales perspective, generally, the economy of scale is to grow as large as you can. The strategy is to sell your product or service with a clear price and value directly to an identifiable individual client.

From a Business development perspective, the economy of scale is much smaller because the approach to your service is more strategic with the intent to create a partnership. It entails cultivating a relationship with the client and provide a service that could be more cyclical by working through existing partner infrastructures.

In my 14+ years of professional experience in management consulting, business development has been stretched to encompass a wider variety of activities with the intent to stay smaller in size. In its most traditional definition it is all about developing partnerships, which often includes some sales. Whereas, strictly sales are more transaction oriented where scalability is the differentiator.

Commercial Agents – Advertising and Marketing Strategies for Creating Property Campaigns

When you market commercial real estate, there is a tendency to copy advertising texts and formats from other properties you have been involved with. Whilst this can be helpful to get your creative juices flowing, the reality is that the every commercial and retail property is unique.

It is best to visit the subject property and spend some time on site prior to creating the advertising content and layout. Look at and around the property so you really know what the points of attraction really are.

So here are some tips that can be adopted as you prepare for the marketing campaign to sell or lease commercial real estate.

  1. Purchase any book that will help you with copywriting and words that sell. There are plenty of these books available; they give you the words that attract readership and the eye of the reader. A few well selected words placed into your otherwise bland and generic copy will lighten it up and help convert more enquiry. Remember that the property has to be exciting and interesting, and the advert needs to convey that message.
  2. Keep copies of other property adverts from competitive agents that were what you consider good and relevant to your market. The layout and the format will give you ideas for your creative copy.
  3. Ask the client why they bought the property and what are attracted them to it. It is likely that their reasons to purchase the property will now give you a few ideas and have some leverage in designing the advertising.
  4. Get some history of the property from the client or the local business archives. Any interesting history will give you leverage in the marketing process. If the property has an identity or a name, this should also be featured in the marketing copy.
  5. Each particular property should be branded to a theme. That theme should be appropriate for the target audience. All the words and the copy within the advert should be directed at the target audience. Put yourself in the position of the reader of the advert. If you can’t do this, get someone else in the office to read the advert for you and give you valid criticism.
  6. After you have drafted your advertising and marketing, send a copy to the client or meet with them to take them through the draft material. You can have two or three sizes of advertising copy to be used in the different media channels. You should also have an editorial that complements the advertising copy.
  7. Make it easy for people to get information about the property and contact you. When they make that contact, you will need to have some form of information brochure to send them. This should also be drafted by you and approved by the client.
  8. When you draft your advertising and marketing campaigns, it is best to do so in the morning when your mind is fresh and you are under no pressure. Take time in the process so the end result copy is of high quality.
  9. You will know the deadlines that apply to lodging advertisements and editorial. Make sure that you are working well ahead of time with your advertising drafts, so the appropriate discussions and decisions can be made with the client. It is not unusual for the marketing preparation process to take a full week before the campaign commences. Get the client to sign off on all your marketing material before it goes to press.

When it comes to marketing and advertising, understand what works in the local area and generates the most enquiry. These are the things that you should be doing more frequently as part of each listing promotion. Be careful with the vendor’s money and optimize the campaign for them. Just a simple reminder here that all vendor paid marketing funds should be receipted and in the bank prior to the campaign commencing. There is nothing more frustrating than trying to collect advertising money in an unsuccessful sale or lease situation.

When it comes to the commercial and retail property market today, it is absolutely essential to optimize your chances of enquiry and inspection from each and every advertisement placed. Keep track of your marketing campaign so you know what works.

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