Tutorial

Table of Contents

Introduction
Tutorial
My Account
Group Administration
BizDevDashboard®
Win/Win
FYI
Referrals In/Out
Innovation List
Innovation Proposal
Innovation Proposal Worksheet
Innovation Worksheet
Innovation Worksheet View
PlanPal™
Send to PlanPal™
To-Do's
Target Worksheets
Target Worksheet
Wish list (of strangers)
Wish List Prospect
Target To-Do's
Top of mind
Projects
Project Worksheet
Biz Dev Plan
For the Future
History
Objections
For the Future

Biz Dev Questionnaire
Biz Dev Planner
What services do you currently offer?
What services should you consider offering in the future?
What are the benefits you provide?
How are you superior to your competitors?
Which market segments do you currently serve?
Which additional market segments should you consider serving?
What aspects of your practice do you want to improve?
Is your contact database accurate and comprehensive?
What is your current pricing structure?
What changes, if any, do you want to make to your pricing structure?
What is your current geographic reach?
Should you expand, contract, or maintain your geographic reach? Explain.

Targets
What are the titles of the people who have the authority to hire you?
Do you have a list of strangers you would like to meet? (Wish List)

Referring Industries
What industries are your current referral sources in?
What additional industries are potential referral sources in?

Organizations
Which organizations do you currently support?
Which additional organizations should you consider?
Which events have you attended that are worth continued attendance?
Which additional events should you consider attending?
Which speeches do you plan to deliver?
Which additional speeches should you consider developing?

Seminars / Webinars / Events
Which seminars/webinars do you plan to deliver?
Which new seminars/webinars should you consider developing?
What events do you plan to produce?
What events should you consider producing?

Website
What is the condition of your website?
What changes do you want to make to your website?

Advertising
How do you plan to use advertising?

Substantiation
Is your bio up to date?
What processes do you implement that ensure the delivery of your superior characteristics?
What experiences have you had that reveal your superior characteristics?
What articles do you plan to write? (Topic/ Outlet)
What client updates/newsletters do you plan to write?
What credentials do you have that substantiate your expertise?
What additional credentials should you pursue?
What aspects of your business are newsworthy?

Social Media
How do you plan to use Social Media?
What is your plan for blogging?

Technology
How do you currently use technology to serve your clients?
What could you do to enhance your use of technology to serve your clients?

Offers
What offers do you make to new acquaintances that will allow you to spend time together?
What offers do you make to motivate a prospect to hire you?
What offers do you make to maintain your relationships with targets?

Additional Information
What aspects of your life that are important to you could be blended with your Biz Dev Plan?
What other ideas do you have that you want to include in your plan?
What biz dev goals would you like to achieve?
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What are the benefits you provide?

Benefits are the good things that your clients will receive as a result of your assisting them. Your goal is to communicate all the benefits you provide in relation to the fees that you charge. It makes sense that your ability to communicate the benefits you offer is based on your awareness of as many benefits as possible. This is where you list all the benefits you can think of.  

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