Team Challenge Presentations

IESEG Business Development in B2B Sales

Spring 2023

Tuesday – Session 1 – Challenges in Business-2-Business Marketing– Teams 1

and 2

 Activity – Challenges in Business-to-Business Marketing

 Guidelines:
Identify the significant challenges facing Business to Business Marketing
today. Focus on the environmental factors that are impacting Business
Markets.

Tuesday – Session 2 – Integration of the BD strategy – Team 3

 Activity – Identify the potential conflicts and challenges a company might

face inside the company to create successful Business-to-Business Strategy

 Guidelines:
Consider the challenges a company might encounter in putting together a
successful business to business strategy. For example, challenges between
sales and marketing, sales and production (or service delivery), marketing
and finance.

Tuesday – Session 3 – Develop a Business Development Strategy – Team 4

 Activity – Choosing outside supplier vs. doing the work inside the company.

 Guidelines:
Many firms are shifting selected service functions to outside suppliers. For
example, Unilever recently outsourced IT Enterprise Resource Planning to an
outside IT company. What factors would prompt such a decision, and what
criteria would a company like Unilever emphasize in choosing a supplier?
Wednesday – Session 1 – Identify a BD Model – Team 5
 Activity – Focusing on the right business model.

 Guidelines:
Trying to be all things to all customers almost guarantees a weak strategic
position for a firm. Agree or disagree? Explain.

Wednesday – Session 2 – The BD Team – Teams 6 and 7

 Activity: Create an effective BD Team

 Guidelines:
Identify the key individuals in a company’s BD team and why they are
important.

Wednesday – Session 3 – BD Metrics – Teams 8 and 9

 Activity – Identify the key metrics for measure a BD strategy

 Guidelines
Identify the key metrics that a company should use in measuring the
effectiveness of their BD strategy and why you think they are important.
Thursday – Session 1 – Ethics Issues in Business Development – Team 10

 Activity – Identify the key ethics issues in the BD Team

 Guidelines:
Identify the key ethical issues in Business Development and provide
“solutions” to address these issues.