Hiring a Strong Business Developer – How Any Company Can Hire Superstars (2024 Update)
Format: Live webinar (on-demand recording available on September 19, 2024)
Date: September 10, 2024
Time: 1:00 p.m. EDT
Duration: Approx. 90 minutes
Instructor: Joshua Frank, RSM Federal
Learning Credits: 1.5 CPEs, 1.5 ATCs
*Your registration includes access to the on-demand recording.
In the competitive federal marketplace, a strong business developer is crucial. Yet, many companies—both small and large—struggle to find candidates who can successfully win contracts, despite their impressive resumes and outstanding references. This session aims to help companies avoid the frustration and cost of hiring ineffective business developers.
On average, it costs a government contractor $85,000 annually to replace a poor hire. If you’re looking to elevate your hiring practices and secure top-tier business developers, this session will provide the answers you need. While an average sales professional may not cover their salary, a star can increase your revenue by 25% to 50%, and a superstar can double your company’s size.
Like everything else in business, we learn from experience, colleagues, and mentors. However, few companies are taught best practices in hiring business developers. This session will guide both small and large businesses on how to attract, interview, and assess sales professionals to determine their true capabilities. You’ll learn how to quickly identify the strength and potential of any business developer.
The session will conclude with an overview of compensation strategies, providing insights on how even small businesses can develop affordable and effective compensation plans.
Key Takeaways:
- Understanding the typical timeline for a new business developer to win a large contract (3-6-12 month ramp-up, building a pipeline, and securing contracts).
- Detailed discussion of 10 key interview questions to assess the strengths and potential of business developers, including the most critical question to ask.
- Exploring the psychology of compensation from the business owner’s perspective.
- Recognizing how direct and indirect costs impact your pricing and your ability to hire and retain top business developers.
- Analysis of six case studies focusing on margin, commission percentages, and company profit.
- Strategies for using commission escalators based on revenue thresholds.
- Guidance on commission payment obligations after an employee’s termination or resignation.
Target Audience: Business owners, HR, marketing, sales, and proposal personnel
Speaker
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Joshua FrankFounder & Managing Partner, RSM FederalAward-winning business coach, professional speaker, and bestselling author, Mr. Frank is a nationally recognized authority on government sales and business acceleration. With over 30 years in the government market, he specializes in bridging business strategies with federal sales strategies.
He is a recognized expert in the development and implementation of tactics and strategies required to differentiate, position for, and win government contracts. His seminars are consistently the top-rated sessions at national conferences and events. Mr. Frank’s coaching has helped companies win over $13.5 billion in government contracts and $30 billion in indefinite-delivery contracts. His tactics and strategies facilitate improved positioning, competitive advantage, and sales cycle acceleration to winning new contracts and increasing revenue. With thousands of testimonials, Mr. Frank’s approach is consistently rated as real-world, highly educational, and thought-provoking.
Managing Partner at RSM Federal, Mr. Frank is the author of multiple Amazon bestsellers, including An Insider’s Guide To Winning Government Contracts – Real World Strategies, Lessons, and Recommendations, Game Changers for Government Contractors, and The Government Sales Manual – a Deskside Reference. Mr. Frank also manages Veteran Warehouse Supply (VWS), which provides healthcare and hospitality textiles to the Department of Defense and Department of Veterans Affairs. Mr. Frank has been honored with the SBA’s award for Veteran Business of the Year, the Society of American Military Engineers’ (SAME) award for Industry Small Business Advocate of the Year, and in 2021, Mr. Frank was inducted into the Government Sales Hall of Fame with the inaugural Lifetime Achievement Award.
Mr. Frank has landed coverage in print and broadcast, including NBC, CBS, Fox Business, and dozens of other magazines and news outlets. He serves as Chairman of the Board for the Midwest Veterans Advocacy Foundation (VAF). He supports the SBA’s Emerging Leaders Program and judges applications for Arch Grants providing startup funding for entrepreneurs.
An avid outdoor enthusiast, Girl Scout and Boy Scout leader, Mr. Frank lives in St. Louis, Missouri, with his wife, daughter, and son. A former military intelligence officer, he holds a Bachelor’s degree in English, a Master’s in Management Information Systems (MIS), and a Master’s in Business Administration (MBA).
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