Business Development
Researching and approaching new clients and markets in order to acquire new customers for the company.
Level 1. Demonstrates introductory understanding, directing people to the appropriate source for further information.
BEHAVIORS
- Describes the role of business development.
- Prospects for new business targets from a number of sources.
- Approaches new customers with the organization’s value proposition.
- Researches different lists, databases, and other sources for contacts.
QUESTIONS
- Tell me about a situation where you prospected for new businesses.
Probing Questions
* What was the situation?
* What did you need to accomplish?
* What did you do?
* How did you record the results?
* What was the outcome?
- Describe a situation where you approached a new customer with your company’s value proposition.
Probing Questions
* What was the situation?
* What was your role and responsibility?
* What communication methods did you use?
* What were the results?
Level 2. Applies the competency in common situations that present limited difficulties, working with a moderate level of guidance.
BEHAVIORS
- Uses different tools (telephone, email, and web) to approach potential customers.
- Builds rapport by demonstrating empathy with the customer’s environment.
- Meets activity standards in account development as prescribed by the organization.
- Identifies relevant sources of information, including reporting tools, internal experts, colleagues, and external sources.
QUESTIONS
- Describe a situation where you showed empathy to a customer’s environment.
Probing Questions
* What was the situation?
* What did you need to accomplish?
* What did you do?
* What research did you perform about the customer?
* What was the result?
- Describe a situation where you ensured that you met the organization’s activity standards.
Probing Questions
* What was the situation?
* What standards do you have to meet?
* What did you do?
* What was the outcome?
Level 3. Applies the competency in the full range of typical situations, requiring guidance in only the most complex or new situations.
BEHAVIORS
- Represents the organization in face-to-face meetings with customers.
- Connects with multiple contacts within the prospective customer’s buying process.
- Qualifies the right product / services solution to fit the customer’s needs.
- Uses differing sources of information to develop quotes and proposals.
QUESTIONS
- Describe a meeting that you conducted on a customer’s premises.
Probing Questions
* What was the situation?
* What were your goals?
* How did you conduct the meeting?
* What were the results?
- Tell me how about a quote that you put together for a new customer.
Probing Questions
* What was the situation?
* What did you need to accomplish?
* What did you do?
* What was the outcome of the quote?
Level 4. Applies the competency in new or complex situations and advises others.
BEHAVIORS
- Assists team members in advanced and complex deals.
- Oversees new marketing initiatives to support business development.
- Fosters an environment of mutual trust through clear communication, open dialogue, and consistent behavior with customers and partners.
QUESTIONS
- Describe a situation where you helped other team members in a complex sales deal.
Probing Questions
* What was the situation?
* What did you need to accomplish?
* What actions did you take?
* What was the result?
- Describe a situation where you have planned and managed new sales initiatives.
Probing Questions
* What was the situation?
* What were the factors that you considered?
* What actions did you take?
* What was the outcome?
Level 5. Develops new approaches and methods in the area. Is recognized as an expert within the organization.
BEHAVIORS
- Establishes the framework and standards for customer acquisition across the organization.
- Drives the achievement of new revenue sales goals.
- Manages adjustments to plans and strategies for new business acquisition.
- Champions an environment that supports effective teamwork by facilitating constructive conflict resolution and encouraging collaboration.
QUESTIONS
- Describe a situation where you developed the framework and standards for customer acquisition in the company.
Probing Questions
* What was the situation?
* What did you need to accomplish?
* What did you do?
* What have been the results of the framework?
- Describe a situation where you encountered challenges with the business plans.
Probing Questions
* Describe the challenges.
* What did you need to accomplish?
* How did you deal with the challenges?
* What was the outcome?