What are the right questions in business development meetings?

Questions in such meetings should be focused on business development1.What is ROI(Return on Investment)2.What is Target Fulfillment ON Y/Y Basis and Ytd Basis3.What is Product Growth against last year.4.What is Key Account performance.5.Seek sales stats from team and discuss SWOT if you are incharge.

As the objective is business development, we have to first find out

1)  If they interested to utilise our services to enhance their business further (such as a shipping line which has an international reach are looking for a suitable local shipping agent / freight forwarder who is in contact with the local public) or

2)  If they interested to utilise our services for their benefit (such as an IT service provider selling their services to improve methods of working in an office using specialised tools created by the service provider to serve the public faster)?

 

Both are business development opportunities.  Therefore,

 

In the first instance, you (shipping line) can ask the following to the local shipping agent :-

1)  How frequently do they require transportation on an international level ?

2)  How long have they been in this business?

3)  What is their customer profile like? Long term, short term, individuals, big companies, small companies and so on...

4)  What were their sales figures in the last5 years, when they weren't using our services?  This question is to determine their position and suitability to be our client.

5)  What are their expectations to improve the business further and if we provide 'X' service, will it be helpful?  Do we have to modify our services according to their requirements?  If yes, what are they?

6)  What are their projections or plans for the coming period (be specific like6 months,1 year,2 years and so on?

7)  What are the locations they would like to ship their goods?

 

In the2nd instance, we can ask the following:-

1)  What is the current system they are using?

2)  How satisfied are they using it?

3)  Do they feel that more could have been done in the existing system?

4)  What would really satisfy their needs?

5)  Do they have any specific requirements?  If so, please state it out?

6)  Do they have a time limit for introducing such a system?

7)  Can we introduce our system on a trial basis for a particular period?  Do they have a facility to accommodate our system of a test basis?

8)  What are their specific requirements to enhance their efficiency?

9)  How satisfied are the public when using their existing services / facilities and did they come across any complaints / suggestions, which they feel is a necessity to reduce unnecessary wastage of time and money?

 

These are all I could think of.   I used examples to communicate my point, as clearly as possible.

 

 

 

 

 

Some examples: 1.How’s business looking at the moment? 2.How do you see the market prospects over the coming months? 3.How are you gearing up to deal with the market? 4.How are your competitors responding to the market situation? 5.What business priorities are you focusing on just now? 6.What are your team’s priorities at the moment? 7.We’re seeing an increase in ... [whatever], have you seen the same trend? 8.What are you and your team busy with just now? 9.How are you intending to tackle [think of a relevan t issue or market driver] 10.What do you think about ...[highlight a piece of relevant market news to discuss]

What business priorities are you focusing now, what are the team priorities, how are you and your team performing right now, what is return of investment , when will i get return ?? this type of common question should ask in business development meeting 

I believe it is asking relevant and to the point questions.

i always ask "do we all agree with the current decision and process"this question gets everyone involved and clears the tension .