Do You Need To Hire A Business Development Manager?
There's a hole in the bucket, dear Liza, dear Liza,
There's a hole in the bucket, dear Liza, a hole….
You know how it goes, Henry has to go and try and fix the hole, but doesn’t know how to.
Ok bear with me – I haven’t lost my mind with the downhill race towards Christmas. This little childhood rhyme actually tells the story of a lot of small business owners I chat with regularly.
There is a hole in their business bucket, and they are struggling to find the right resource, process or advice to know how to fix it.
Is Hiring A Business Development Manager The Answer To Your Problems?
One common statement that often comes to the forefront is “I am thinking of hiring a business development manager” OR “I am just going to pour a heap of money into more marketing and lead generation.”
Sales do not cure all ails…
Bringing on a business development manager or investing more in marketing is designed to drop more into the top of your funnel in terms of putting more fuel in the machine.
One of the things that you need to be clear about in your business is this - if you're going to invest a whole bunch of time and money in filling the bucket or putting fuel in the top of your machine (your business), do you have the infrastructure to handle it, or are there holes that need fixing?
Are you able to scale it out once you start filling the bucket, or is it just going to incrementally take up more of your time, and ultimately break the whole thing apart – with you eventually not being able to deliver what you are promising?
I'm not saying that you should never go and spend money on marketing or business development. Of course, in business growth this can be integral to your success. But firstly, what you need to do is actually think about the two parts of your business concurrently.
As I said, sales don’t necessarily cure all ails. You can't just deliver an increasing amount of work into your business bucket and then figure out what to do with it, once it comes.
You need to be thinking about what that looks like, and what needs to happen internally when the increase comes. We can assume that your sales process is going be successful, the people that you're working with are going to deliver more business to you.
So how do you scale your business such that it's not going to just tie up more of your time to make sure you're delivering operationally?
How can you incrementally pull yourself away from every new piece of work that needs to be done, and still deliver that same vision and values that you built the business on in the first place?
The Game Of Chess
I think about it like a game of chess. You know, like chess, business is really just a game. It's a game that needs to be played strategically, like a game of chess. But if you're playing chess, do you want to be the player or the pawn?
Do you want to be sitting there as one of the pieces of the chessboard, being moved around with little control over the moves that are being played, or do you want to have your fingertips at the ready so you can use all of the tools at your disposal so that you can scale out your business?
Before you dive in the deep end and burst open the top of your funnel, assess the bucket and repair the holes. Review all the Nine Pillars of your business, revisit your strategic plan and make the adjustments within your team so that you are in good standing once the sales start flowing.
If you are looking to scale out your business in 2020, and want to make sure all the holes in your bucket are repaired, join our Business Academy. This is a step-by-step monthly program that is aimed at helping you reassess or develop a strategic vision for your business, take action to execute on all your goals and giving you the support and accountability you need to grow a solid business that you can be proud of.
Click here to find out more: https://www.nineadvisory.com.au/business-academy-video
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