Stages of deal cycle and filteration - Tekpitch

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Stages of deal cycle and filteration

STAGES OF DEAL CYCLE

BDM-led

A Business Development Manager
- Intercepts the market
- Builds rapports with the prospect
- Communicate firms value’s proposition
- Identify opportunity and create interest

Preocess-led

Targeting is a lead generation process that uses strategic filter to:
- Improve the quality of prospects.
- Optimize business development resources

Principle-led

A Principle
- Builds rapports and trust
- Scipe oppertunity
- Negotiates to a close
- Establish a post-close relationship.
- Defines and communicates deal value proposition.

Principal-led

A Principal:
- Maintains rapprot and trust throughout the engagements.
- Identifies additional oppertunities proposes new work.
- Resolves conflicts
- Is responsible for delivery

Strategic Filters

INPUTS STREMS

Identifies oppertunities
Prospective clients fortune 1000
Market chatter

⇓(gives)

Industry match orTechnology/Service line match

Financial Capacity

Geography

Competition

FILTERING LEVELS

Level 1: Industry high tech oil & gas , cpg technology /service line current North American Skills Sets or global company skills set.

Level 2: Can they pay for the resources?

Level 3: Availability of sales resources and travel expanse for sales calls.

Level 4: Determines if competitors are engaged and whether key business processes are currently outsources.

Stages of deal cycle and filteration