Diane Business Proposal Final.pdf - Business Development...

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BUSINESS DEVELOPMENT INITIATIVE – DECEMBER 2017 1 Business Development Initiative CBA Elevator Consultants, LLC. 190 Main Street Hackensack, NJ 07601 p. 201.804.0911 [email protected]
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BUSINESS DEVELOPMENT INITIATIVE – DECEMBER 2017 2 Table of Contents I. Executive Summary …………………………... 3 Objectives Keys to Success II. CBA Inquiry …………………………………… 4 Market Analysis Industry Trends 2017 Customer Review III. Stakeholder Research …………………………. 5 Employees Customers IV. Next Steps ……………………………………... 7 Experimental Design Method Protecting Validity Further Analysis Potential Outcomes V. Implications for the Future …………………… 11 VI. Appendix A ……………………………………. 12 Stakeholder Survey
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BUSINESS DEVELOPMENT INITIATIVE – DECEMBER 2017 3 Executive Summary This document is a proposal to systematically investigate CBA’s client base in order to generate solutions to revenue concerns. The proposal contains market research, recommended stakeholder analysis, experimental design, and implications for CBA’s future business development. Objectives The goals of the research experiment are to: Ø Utilize a methodical, scientific approach to better understand our customers Ø Identify key factors that predict whether an interested customer becomes a client Ø Implement findings to increase revenue Ø Uphold CBA’s goals and values while enhancing the business development strategy Keys to Success Ø Executive and management championing Ø Stakeholders’ active participation Ø Follow through with proposed alterations in the sales process
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BUSINESS DEVELOPMENT INITIATIVE – DECEMBER 2017 4 CBA Inquiry In a consultation with CBA president, Mr. Castrillon, he revealed concerns regarding the revenue of the company. As the nature of the vertical transportation industry calls for project-based work, a large portion of income is dependent on the construction and real estate markets. Aside from this, DOB state laws require annual quality-control testing of elevators and escalators. Thus, regardless of the market, CBA may continue to earn a small portion of revenue through inspections and test- witnessing services. It is undeniable however, that new construction- and modernization jobs, yield the opportunity for various CBA services to be utilized in one project and therefore, are the primary forces that drive business revenue. The proceeding sections expand on this and highlight market insights, industry trends, a review of our customers, and how this will guide research going forward. Market Analysis The construction market in the United States is in a time of immense wealth. Just a year ago, New York City shattered projected records, reaching an all-time high of $52.2 billion in spending for 2016. By the end of next year, spending is expected to reach $52.5 billion. With all the historic new developments occurring, this may come as no surprise. The Hudson Yards alone is a seven-billion- dollar project, and various others are set to begin.
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