Business development manager, sales, marketing person ?

[BGARK]

I am possibly looking for someone to work with me on putting clear and precise structures in place for our business.

We have no sales staff, no marketing structure, and all of our business is word of mouth or strength of brand in a very niche sector, and we are doing ok, seven figure t/o, 20+ staff.

We are exceptionally good at “making things”, or piecing together how to make things, from sketch on paper, prototype to full production if required.

I won’t go into great detail on here but what we are not so good at is clear structure for sales and marketing. I have been told it’s because we are “typically eccentric engineers & creative types” whatever that means!

We have the infrastructure and skills to go so many directions but I need to find a solution for reigning in and clearly structuring or splitting the business into several different areas/markets/services.

I really do not want to use an external consultants, from experience these are generally failed business people who talk straight from text books, I can do theoretical business myself.

I have also had bad experiences with employment “specialists” who are generally clueless and have no idea how to filter top end candidates from the chaff.

I would ideally like to employ someone to join the team who can really see the potential and get their teeth into things and see a positive future for themselves, not just turn up on day one demanding a huge salary and car for doing “stuff”.

Just throwing ideas on the table at the moment, no clear idea where to go with this and welcome any pointers. This is a rant going around in my head as much as anything else at the moment and I need to share.

Thanks

[Hoofy]

I know someone who could do SEO for you.






















(Referring to that heaty SEO debate going on in the marketing thread.)

[BGARK]

Don't you need a half decent website before considering SEO

[Hoofy]

That bad, eh? I think you need someone more than just a marketing/sales person!

[BGARK]

Hoofy said:

That bad, eh? I think you need someone more than just a marketing/sales person!

Not that bad, I am just super fussy and like things to be perfect.

You are right, where can you find people with common sense these days..

[M3ax]

Sometimes the hardest thing to do in your situation is to keep it simple and get some clarity about what you're trying to do. Prior to my current job I spent quite a long period in interim roles for various engineering, manufacturing, construction SMEs (business development and sales strategy) PM me if you like and we can have a chat. Always happy to help. Might cost you a beer depending on where you are though I'm usually in London or West Country or Notts depending on what week it is.

[Hoofy]

BGARK said:

Not that bad, I am just super fussy and like things to be perfect.

You are right, where can you find people with common sense these days..

Christ. What do you want? The moon on a stick?? (Or a suitably-qualified candidate to present you with the moon on a stick, at least.)

Sounds like an interesting role, though. The sort of thing I might go for if I were not already doing something similar in a completely different industry. (Last week, I was editing PHP, this week I'm calling up potential leads.)

[BGARK]

M3ax said:

Sometimes the hardest thing to do in your situation is to keep it simple and get some clarity about what you're trying to do. Prior to my current job I spent quite a long period in interim roles for various engineering, manufacturing, construction SMEs (business development and sales strategy) PM me if you like and we can have a chat. Always happy to help. Might cost you a beer depending on where you are though I'm usually in London or West Country or Notts depending on what week it is.

Thanks for the offer, happy to pay in beer tokens no problem.

We are just north of London, if you want to pop over or meet up PM me and I will send you more info. Thanks

[BGARK]

Hoofy said:

Christ. What do you want? The moon on a stick?? (Or a suitably-qualified candidate to present you with the moon on a stick, at least.)

Sounds like an interesting role, though. The sort of thing I might go for if I were not already doing something similar in a completely different industry. (Last week, I was editing PHP, this week I'm calling up potential leads.)

Virtual sales and marketing in my view is the way forwards, I used to have several sales reps on the road. Would I go through that expense and agro again, not sure really... Its why I am also working on a VR project for buying objects on-line that perform and look completely real.

If I wasn't doing what I do now I would have loved to have been a surgeon or some type of cyborg development person helping to fix and repair broken humans. Perhaps even with Darpa.

[Hoofy]

BGARK said:

Virtual sales and marketing in my view is the way forwards, I used to have several sales reps on the road. Would I go through that expense and agro again, not sure really... Its why I am also working on a VR project for buying objects on-line that perform and look completely real.

If I wasn't doing what I do now I would have loved to have been a surgeon or some type of cyborg development person helping to fix and repair broken humans. Perhaps even with Darpa.

Your industry sounds interesting.

The expense and agro is worthwhile if they do their job.

[BGARK]

Hoofy said:

if they do their job.

This

[Hoofy]

BGARK said:

Hoofy said:

if they do their job.

This

So agree targets and send them out there.

[crofty1984]

Where are you based? Sounds interesting.

[BGARK]

crofty1984 said:

Where are you based? Sounds interesting.

Just north of London.

[BGARK]

Just a note to those who have PM'd me, much appreciated and I will respond, just need to get through a million work emails...

[BGARK]

swerni said:

BDM sales and marketing are three different functions.

Which one do you actually need?

Probably BDM or high level strategy and the ability to help (and take control) of systems, processes and people.

Also someone to push me to my limit, I don't feel challenged enough.

[ChasW]

I work as a marketing consultant and business coach. Don't dismiss that option because it sounds to me you need help working out what you need. As one poster has pointed out Sales, Business Development and Marketing are not the same thing. FWIW the most common issue I come across with small businesses is they are not clear about their value proposition and how to slice the market to ensure they focus their efforts on the segments in which they are best positioned and will yield the highest profits. Some of the consultants I work with are truly excellent. Most are driven the interesting business scenarios they come across and the satisfaction of making an impact/difference. Yes there are guys out there who give the same advice irrespective of the situation. They are easy to weed out.

If you can demonstrate that you have genuine growth potential then the Business Growth Service is not a bad place to start as the is matched funding available for business development coaching and this will help you determine what type of resource you need to bring into the business. Have a chat with your local growth manager.

[AJS-]

First question would be what are you actually trying to achieve? Businesses don't have to conform to a set structure and IMO lots of businesses have great inefficiencies by trying to be too neat and organised where a more flexible, even ad hoc approach might be more effective.

If it's simply boosting sales then look at how you're currently winning business and see how you can do more of that. If it is time to bring in a professional sales person then go ahead, but I would be very wary of bringing in someone from a big corporate background with visions of making a 25 man company modelled on a much bigger company.

Also if your sector is that niche and you're not looking to move far outside it, then consider how much a professional sales person could really achieve.

[BGARK]

AJS- said:

First question would be what are you actually trying to achieve? Businesses don't have to conform to a set structure and IMO lots of businesses have great inefficiencies by trying to be too neat and organised where a more flexible, even ad hoc approach might be more effective.

If it's simply boosting sales then look at how you're currently winning business and see how you can do more of that. If it is time to bring in a professional sales person then go ahead, but I would be very wary of bringing in someone from a big corporate background with visions of making a 25 man company modelled on a much bigger company.

Also if your sector is that niche and you're not looking to move far outside it, then consider how much a professional sales person could really achieve.

Good points, I will try to clarify.

What are we trying to achieve. Good question and I don't really have a clear answer. I started off working from home making a few items with my dad, it has accelerated into a factory with 20+ people, and will probably keep growing naturally.

I suppose the chaos and multi-tasking gets a little draining after a while. Also much of my day-day tasks are not related to the areas where my strengths really are. I do everything from product design to sales, even the DIY when things need fixing. We have managed to sort out a much better accounts process and team now, which for years had been doing my head in.

I agree we don't really want a corporate bod from a big company, unless they want to downscale and have more control of something they could call their own.

The "niche market" (we also make products for other people as a bit of fun) we are in is probably worth £100m globally, and mostly dominated by USA based companies. We have a far superior service and products but no one knows we exist, or don't really seem to care because the customer base is very complacent, or will buy from "their mate" that they have purchased the same old crap from for years, once customers do find out more about us in detail and then usually visit they are hooked from that point. We are true raw material upwards manufacturers which is interesting for most people to see.

[Hoofy]

BGARK said:

I agree we don't really want a corporate bod from a big company, unless they want to downscale and have more control of something they could call their own.

I think his point was that they would not have the right experience or approach to be useful to you.