SHRI RAMSWAROOP MEMORIAL

COLLEGE OF MANAGEMENT , LUCKNOW

INTERNSHIP PROJECT REPORT

ON

" TRAINING IN BUSINESS DEVLOPMENT"

CODESAINT TECHNOLOGIES
PVT. LIMITED
SESSION (2023-24)

UNDER THE GUIDANCE OF: SUBMITTED BY:

ASST.PROFESSOR ARCHNA SHUKLA SOUMY SHUKLA
DEPARTMENT OF MANGEMENT ROLL NO: 2112040980047
SRMGPC, LUCKNOW BBA 5th SEMESTER
 DEPARTMENT OF MANAGEMENT
SRMCEM
DECLARATION

I SOUMY SHUKLA hereby declare that the project report on Comprehensive study
in BUSSINES DEVLOPMENT" in CODE SAINT TECHNOLOGIES Pvt. Ltd. submitted for
the BBA (BACHELOR OF BUSINESS ADMINISTRATION) through the college of
management , Shri Ram Swaroop college of Management, and it has not been
submitted to any other university or institution for the award of any degree or
diploma in any other university.

SOUMY SHUKLA
 ACKNOWLEDGEMENT
It is said, the most important single word is we and the zero important single word
is I. This true even in today new modern era. It is absolutely impossible fora single
individual to complete the assignment without help and assistance from others.
It is my greatest pleasure to acknowledge sincere gratitude towards Ms. NlSHl
SANGWAN who guides me on ever,' step in my project on comprehensive study
on BUSSINES DEVLOPMENT" in CODESAINT TECHNOLOGIES LTD. for the
completion of the project work.
I am thankful to all Of my friends and batch mates for their help in completing this
project work. Finally, I am thankful to entire family members for their great
support and encouragement.

SOUMY SHUKLA
 PREFACE
It is said that without theory, practice is blind and without practice theory is
meaningless.
Hence practical training been made integral part Of the management in
India, The Summer training programmers are designed to give a
management future Of the corporate happenings and work culture,
It exposes the potential of the manager of the future to the actual tune of
the working environment present is dynamic organization.
personnel is that part of management concerned with the people at
work and with their relationships Within the organization.

Training is the process of increasing the knowledge and skill for doing a
particular job. It is an organized procedure by which people learn knowledge
and skill for a definite purpose. The purpose of training is basically to bridge
the gap between job requirements and present competetry Of an employee.
I am fortunate project I tried to find out the working methods and
techniques, which is enough to get the opportunity Of try at CODESAINT
TECHNOLOGIES DELHI.
 TABLE OF CONTENT
S.NO. Particular page no.
Acknowledgement
Preface
CHAPTER-I : INTRODUCTION
CHAPTER-2 RESEARCH
METHODOLOGY
CHAPTER-3 : CONCEPTUAL
DISCUSSION
CHAPTER-4 ; DATA ANALYSIS
Finding and recommendation
Conclusion
Bibliography
Questionnaire
 CHAPTER 1
INTRODUCTION
INDUSTRY PROFILE
Rea' Estate in India
The real estate in India has along a way by one of the fastest growing markets in
the world. It is not only successfully attracting domestic real estate developers, but
foreign investors as well. The growth Of the industry is attributed mainly to a large
base rising income level, and rapid urbanization. The sector comprises Of four sub-
sectors-housing retail, hospitality, and commercial. While housing contributes to
five-six percent Of the count Ms gross domestic product (GDP), the remaining
three sub-sectors are also growing at a rapid pace, the increasing infrastructural
needs. The real estate sector has transformed from being unorganized to a
dynamic and organized sector over the past decade. have been
instrumental in providing support after recognizing the need for infrastructure
development in order to ensure better standard of living for its citizens. In addition
to this, adequate infrastructure forms a prerequisite for sustaining the long-term
growth momentum of the economy.
Market size/Growth prospects
The total revenue Of the real estate sector was USS 66.8 billion during 2010-11.BV
2020. the sector is expected to earn a revenue of US$ 180 billion. In fact, the
demand is to grow ata compound annual growth rate (CAGR) Of 19 percent
between 2010 and 2014, With tier metropolitan cities projected to account for
about 40 percent of this. Growing infrastructure requirements from sectors such
education, healthcare and tourism are providing numerous opi»rtunities in the
sector. Further, India is going to produce an estimated two million new graduates
from various Indian universities during this year, creating demand for 100 million
square feet of office and industrial space. In addition, presence of the large
number of Fortune 500 and other reputed companies will attract companies to
initiate their operational bases in India thus; creating more demand for corporate
space.
Investments
India's rank 20th in the list of the woricrs top real estate investment with
investment volume Of US$ 3.4 billion in 2012, according to the latest report titled
'International Investment Atlas' by Cushman & Wakefield. The sector is set for
robust inflows of USS 4-5 billion from overseas investors in the next couple of
years, a global real estate consultancy giant.
Construction development sector (including township, housing, built-up,
infrastructure & construction development projects) has attached a cumulative
foreign direct (FDI) worth USS 22,007.67 million from April 20m to February
2013. FDI flows into the construction sector for the period April-February 2012-13
stood at USS 1,260 million, according to the development of industrial policy and
promotion (DIPP).
Bengaluru witnessed the highest number and value of private equity investments
at RS. 32.5 billion (US$
585.57 million) in 2012, recording more than double of investment over last year,
followed by Mumbai with
RS. 13 billion (USS 234.17 million) and National capital Global (NCR) with RS. 7
billion (USS million) of investments.
India needs to invest USS 1.2 trillion over the next 20 years to rncKiernize urban
infrastructure and keep pace
With growing urbanization, as per report released by McKinsey Global Institute
(MGI)-India's urban awakening.
Some of the major investments India real estate sector are:
In October 2020, Brookfield Asset Management made massive investments
in India through a USS 2 billion real estate deal. Brookfield will buy 12.5
million square feet of commercial real estate from privately held developer
RMZ Corp. The purchase includes rent-yielding Office space and commercial
coworking space.
In October 2020, Rajasthan-based realty developer, Shumika group,
announced its plans to invest RS 450 CRORE (USS 60.81 million) in two
residential and one retail project in Udaipur, Alwar and Jaipur, respectively,
 In October2020, Australia's REA Group Ltd. Announced its to acquire a
controlling interest in Elara technologies Pte Ltd., the owner Of housing.com,
proptigher.com and makaan.com.
According to property consultant, Anarock, India is likely to have 100 new
malls by 2020.0f this number, 69 malls in will be built in the top seven
metropolis and the remaining 31 malls will be in the tier 2 & 3 cities
In March 2020, the government approved proposals from TCS and OLF to set
up SEZs for IT sectors in Haryana and Uttar Pradesh.
Blackstone crossed US$ 12 billion investment milestone in India.

Government •initiatives
In October 2020, the ministry Of housing and urban affairs (MOHUA) has
launched an affordable rental housing complex portal
On October 27, 2020, the government announced the application Of real
estate (regulation & development) act, 2016 in the union territory of Jammu
&Kashmir. This has paved the way for any Indian citizen to buy non-agricultural
land and property, as Opposed to the eligibility of only local residents earlier.
In order to receive around 1,600 stalled housing protects across top cities in
the country, the union cabinet has approved the setting up of rs. 25,WO crore
(USS 3.58 billion) alternative fund (AFL Under pradhan mantra Awas
yojana (urban) (PMAY(U)), 1.12 crore houses have sanctioned in urban areas,
creating 1.20 crore jobs,
Government has created an affordable housing fund (AHF) in the national
housing bank (NHB) with an initial corpus Of rs. 10,000 crore (USS 1.43 billion)
using priority sector lending short fall of banks/financial institutions Of micro
financing Of the HFCs.
On July 31, 2020, India formally approved 423SEZs, of which 248 were
already in operation. Most special economic zones (SEZS) are in the IT/BPM
sector.
Road Ahead
The real industry in India is yet in a promising stage. The sector happens to be
second largest employer after agriculture and is expected to grow at the rate Of
30 percent over the next decade. A growing migrant 'mulation due increasing job
opportunities, together With healthy infrastructure development, is underpinning
demand in the region's residential real estate market.
The kalpataru spokesperson feels that finance ministry's motivation through
softening of interest rates and leading nu)re to real estate sector will have a
positive impact on both developers and The real estate market could start
to perform better as the easing of FDI norms will begin to show results during the
second half of the year, according to Lalit Kumar Jain, Chairman &Managing
Director, Kumar Urban
Development Ltd and President national — CREDAL. "The economy Will also be
recovered in 2013 Which intern Will perk up the real estate sector in India. With
the government trying to introduce developer and buyer friendly policies, the
outlook for real estate in 2013 does 100k promising," said MR. Lalit Kumar Jain.
 OUR INTRODUCTION

CODESAINT
TECHNOLOGIES

We are Code saint Technologies, a Delhi based company established in

2017, providing service in IT field, focuses on the client requirements and
best technology suitable for it. Our services extend from application
development, software distribution, technical support to IT hardware sales at
a very reasonable price. We always try to be the all-in-one service provider
to our clients who are searching for different IT services. One can trust us
for Quality, Support and Pricing as we are faithful with our clients. We work
hard to fulfill the requirements of the clients so that we can build a trust with
them. Client satisfaction is always our priority.
Our Vision
Imagine a world where technology seamlessly integrates with our daily lives,
making everything simpler, more efficient, and more enjoyable. At
Codesaint Technologies, that world is not just a dream, but a reality we are
working hard to achieve. Since our inception in 2017, we have been
dedicated to providing the best possible IT services to our clients in Delhi
and beyond. From application development to software distribution,
technical support to IT hardware sales, we offer a comprehensive suite of
solutions designed to meet every client's unique needs. Our team of experts
is committed to providing top-notch quality, unparalleled support, and
unbeatable pricing, all with the goal of building lasting relationships with our
clients. At Codesaint Technologies, client satisfaction always comes first,
and we will stop at nothing to ensure that our clients receive the best
possible service, every time. Join us in our mission to transform the world of
technology, one client at a time.
 DIRECTORS'S PROFILE

MEGHRAJ RATHORE

Meghrajrathore is registered With ministry Of corporate affairs (MCA).

VISHNU KUMAR RAKIWAR
Vishnu Kumar Rakia is registered with ninistry of corporate affairs (MCA).

The company's ability is to meet the special requirements Of the real estate and
clients demand from its Strong foundations Of professionalism. The group's
strength lies in its panel Of dynamic, young, qualified and highly experienced
management and dedicated marketing professionals that take care of the entire
activities keeping its main trust On customer satisfaction, which is the main
motive of the company.
NG also has a dedicated customer care center that comprises of experienced
executives. A vast database of customers is maintained and customers can call
them up for inquiries, complaints& feedbacks. Our staff is always engaged
towards meeting the demands of the industry.
Vision
WE BELIEVE IN THE POWER OF ACTIVE MANAGEMENT — Expertly delivered for
your long-term and short-term goals, mindful of your risk constraints and
committed to your needs, as financial advisors, professional fund selector and
consultants.
Mission
'Ekpravas'
We make an effort to keep family happy.

CUTOMER CENTRIC ATTITUDE

Our foundation ensures that operations are complaint free With maximum
number Of customer•s satisfaction through resolving issues of customers With the
fastestservices.

BRAND VALUE
We are an established project development & management and fund
management group that seeks to add value for our Clients the delivery Of
medium to long term.
INNOVATION THROUGH TECHNOLOGY
CODESAINT TECHNOLOGIES
 CHAPTER 2
RESEARCH MATHODOLOGY
Research methodology
I. primary source
Group discussion and brainstorming session
Questionnaire
Interaction With sales staff On NIVESH GLOBAL.
2. Secondary source.

Obiective of the studw.

get an empirical view of NUVESH GLOBAL.
study the procedure Of customer complaint in NIVESH GLOBAL.
get an insight Of all the competitors.
study the various products Offered.
study the customer preference and perception regarding NIVESH GLOBAL
Scope Of the
The Objective Of the project was to find out the buyer Of NIVESH GLOBAL
and also to provide key information about the buyers reception and preference.
The study also helps in getting information about the performance Of the
company as well as their own investment centre or where people go for NIVESH
GLOBAL It helps in finding out the problem related to buyers.
Managerial usefulness of study:
The study highlights the problem related to distribution of NIVESH GLOBAL so
that the company can improve the service rendered by them as a distributor. The
study gives information about prospective buyers both individual as well as
institutional clients. The study provides the complete information about all close
competitors Of NIVESH GLOBAL. It provides the feedback form customers
regarding their problem and their about investing in NIVESH GLOBAL SO that
the company can improve their services.
Data collection
This report is based on primary as well as secondary data over primary data
collection was given more important since it is overhearing factor in attitude
studies. One of the most important user of research methodology is that it help in
identifying the problem, collecting, analyzing the required information data and
provide an alter native solution to the problem. It also helps in collecting the viral
information that is required by the top management to assist them for the better
decision making both day-to-day decision and critical

Data source:
(A) primary data primary data are those, which were collected a fresh and for
the first time and does happen to be original in character. However. there are
many method Of collecting the primary data. All have not been used for the
purpose of this project. The ones that have been used are:

• Face to face communication (interviewing).

• Observation.

(B) Secondary data

When an investigator use the data that has been already collected by other is
called secondary data. The secondary data could be collected from the general
report and various publications. The advantage of secondary data can be
economical, both in terms of and time spent. In this report secondary data was
collected through:

•Company balance sheet.

•Report and record.
•Flow chart and tables.
•Website.
primary data was collected through questionnaire

Sample areaNew Delhi

Sample methodRandom sampling methods
Sam lin
(A) Sampling procedure:
The sample was selectedof them who are the customer/visitors of
niveshglobal. It was also collected through personal visit to persons, buy
formal and informal talks and through filling up the questionnaire prepared.
The data has been analysedby using mathematical/statistical tool.

(B) Sample size:

The sample size of my project is limitedto 20 people only. Out of which only
10 people had invested in talk, Other 10 people did not have invested in
NIVESH GLOBAL.

(C) Sample design:

Data has been presented with the help Of bar graph, pie chart, line graph etc.
The following are the questionnaire that was been carried out all the of
survey. The questionnaire also shows the value of perception of customer to
word NIVESH GLOBAL.
1. satisfied customer of NIVESH GLOBAL
Perception about the brand name
Buying behaviour of customer to NIVESH
GLOBAL preference of customer to NIVESH
GLOBAL Reason to prefer NIVESH GLOBAL
Awareness Of the brand in market Limitations:

1. Suggestion is based the given information.

2. Due to large number Of employee it was not possible to collectall the
information from each.
3. The time period is limited to know the entire process. We cannot draw
effective conclusion as it is continuous us process.
4. The area of survey was limited to some particular areas.
Scope of the studv:
Extensive survey on customer preference will provide lot of valuable information
about the brand awareness Of the product and it Will be easy to find out the like
and dislike about the prcxiuct.
For company, it Will provide through knowledge about the customer preference in
comparison With Other market product and suggest valuable direction of the
current market Trend.
It will provide lot of information about the market Trend and customer preference
about the product.
It will include valuable suggestion for the company, how the company can strength
their on brand?
The study Of customer preference Will provide me lot Of information on:
HOW customer profiles differ across the user segments?
the different classes of the different their preferences?
My study includes an extensive survey over hundred customers who normally use
the services. The companies included.
LITERATURE REVIEW
Marketing — promotion strategv
Promotion is the method you use to spread the word about the product or
services to customers, stakeholders and the broader public. Once you have
identified your target market you Will have leave a good idea of the best way to
reach them, but most businesses usea mix of advertising, personal selling,
referral, selling, sales promotion and public relations to promote their product or
services.
1. Advertising
2. Selling
3. Sales promotion
4. Public relations
Sale & Marketing promotion Of Nivesh global
Creating a sales and marketing promotion strategy requires a through knowledge Of your companvs products, competition and
overall mission. Sales and marketing promotions strategists must first be able to identify which segment of the general public might
be interested in purchasing products. For in6, targeting core man penciling Barbie dolls likely wouldn't yelled positive results. Sales
and marketing promotions strategies also must be creative in promoting their products.

Markets

Marketing a product goes beyond just the vision aspect of age group and gender.
Strategies have to factor in life styles, income and location, as well as what is
trendy. They conducted research and polls to discover what the public like about
their products, or what the public would do differently. They alsoneed to find out
way people are choosing not to buy their products.
promotions
A good sales and marketing promotions strategy involves a sure-fire method to
reach its audience. This involves designing graphics to creative catchy jingles for
advertising. Sales and marketing strategies push their products and services from
a different venues, such as broadcast and print advertising, billboards, and email
newsletters. Other from promotions includes offer discounts on product or
rewards for purchasing a certain degree of services.
Competition
Sales and pronK'tions strategies focus must focus heavily on What the
competition is doing, and how it goes about promotion its on product. Strategies
have to ask ifwhat the competition is doing is successfully, and if so Why. They
also need to be aware that they can infect learn a lot from the competition and if
necessary, children competitions ideas and make their own much like Coke and
Pepsi, orburger King and McDonalcrs, all do On a regular basis.
Pricing
When it come to making a purchase, the firstthing a customer typically observed
in the cost. It's up to sale and marketing promotions strategies to figure out how
much a customer is willing to pay for a product, factoring in how much itcost to
manufacture the product. There is also the location factor, where prices for the
same product might need to vary by region.
Supply and demand
Along with knowing the many factors of purchasing products and services, sales
and marketing promotion strategies keep track Of inventory. making sure that are
enough item available to meet by a demand. If another company is manufacturing
the product, they have to make sure order and place and that products arrive in
go(Ÿi condition. Where and how the store or display item may be another
consideration.
How to design a sales promotion strategv
For a sales promotion strategy to be successfully there need to be a plan in place.
When you design a sales promotion strategy, you need it to make sure that the
company is getting the bestreturn on investment and good marketing exposure in
exchange for the promotional part of the strategy. If a company is using a buy
one, get one free promotional strategy, then their needs to be sufficient return
for the item that Will be given for free to make sales promotion a success.
Researching sales step
Determine ifyou want the sales promotion to be a short-term or long-term
promotional. For a product just being introduced, you Will want to use a long-
term promotion to help establish the product in the sale representative minds. A
product that is at the end Of life would be short term promotion as you are trying
to get Old product Of shelves.
step 2
Create a space based promotion for your product that will entire sale
representatives to want to push your product will stop the space can be done
on a per unit basis where every unit sold geta bonus, or you can create a space
basedon volume where the bonus is not paid until the certain value of sales is
read.
Step 3
Develop a registration system that Will require sales representatives to sign up to
be part Of the sales promotion. Registration will not only track sales value for each
representatives, if it can alsobe used as a contact database for future sales
promotion involving sales representatives.
Step 4
Create marteting materials that outline the complete program to sales
representatives, gives registration information and Of a sales pitch information
that representative scan used when trying to sell out your product.
step 5
Stay in touch With registered sales representative With weekly sales pitch
information updates and updates on how its representative is performing in the
prormtions. This Will helps to talk the competitive fire among the sale
representative and drive revenue.
Promoting to retail customers
Step I
Focus your promotion on one product, or one Of products. It you make the
to broad then retail customers may get confused and not participate. Ifthe
promotion works for one product, then you can replace it for Other product as
well.
step 2
Determine which kind of retail sales promotion strategy Vou Want to use full stop
some of the popular retail promotions are buy one get one free as well as free
sample, by a product and get a free accessories ora Mail in store.
Step 3
Create a comprehensive set Of rule for the promotion and include those rules on
all Of the promotional material. Work With your company legal department to
ensure that the rules Of your promotion are complete and effective.
Step 4
Develop a website where customer can registerto receive promotional reward
and find out information about the product and company. Askcustomer to
give their email address for future promotions. Designatea toll free phone number
where customer can call and ask for rmre information on the promotion.
Step 5
Create a retail display that gives all the offer detail of the promotion to be placed
in all of your retail outlets.
The im of advertisin & sales romotion
in revenue
While the two terms are Often used interchangeably advertising and sales
promotion designate different parts Of a business marketing Strategy. Advertising
has to do With bundling brand reorganization and taking measure to build long-
term profitability. Where as sales pronu3tion are short-term strategies that
infuses immediate revenue into a business by directly affecting the price of goods
or services will stop while both can potentially affect revenue, sales promotions
have a direct connection to the amount of money for businesses bring in.
Increasing value
Advertising can help your business to increase its value and build its reputation.
This can happen in two ways are there for the purchase Of advertising space in
magazines, newspapers, social media or other Outlets, or throw editorial
coverage, editorial coverage is the aim of many small businesses will Stop it cost
you virtually nothing and can have long-lasting impact on building your farms
reputation is initially this is about generating public relations. Make contacts With
your local newspaper, community organizations and social clubs. Take part in
promoting non-profit events or sponsors a little legal team. All Of these are ways
to get your business name out in the public without spending money directly on
advertising.
Brand reputation
Apart from this more traditional for increase brand value your business should
also be concerned with its brand reputation. A solid brand reputation Will directly
affected revenue as customer Will feel safe and secure in purchasing goods and
services from your company. Reputation it is about understanding their influence
of customer perception on your business revenue prospects. The Idea hair is
tremendous customer expectations to respond quickly to problem or issue andto
always conduct your business in an ethical way. This concern with reputation
should extend through all forms of marketing and advertising and your approach
to customer service.
Sales promotions
Sales promotions are meant to directly drive revenue. There are many way to go
about sales promotion, all Of them to do With communicating and adding value
or incentive to your consumers. For example, you can Offer a free trial Of a
product or services, issue coulÿ'ns, Offer rebates, or hold contest for free All Of
this methods aim to get customer in your business to spend money.
Bring it together
As you night have guessed, marketing, advertising and sales promotion to do not
exit in isolation businesses read a good mix of all this method to encourage both
short and long-term revenue and growth, The goal is to keep your business is
profitable and to keep a good reputation in the community and among your
current and potential customers Will Stop by balancing value increasing activities
With the direct in advertising and sales promotion for businesses can
purpose.
Direct sales Vs. Promotion
Direct sale and sales promotion are two major component of the promotional of
marketing. The marketing mix outline four critical strategy marketing element —
product , place ,price and promotion. When marketing a product, sold through
specific distribution channels and atcertain price, various strategy such as
advertising, direct sales and promotion are cornrt-K»n.
Direct Sales Basics
Direct sales involves person-to-person selling in Which a company salesperson
communicates the Of product and services to prospective customer. This can
happen in business •to business, trade channel or consumer markets. Direct sales
is a more assertive marketing approach in which companies use salesperson to
personally present persuasive customer, listen to their feedback and
concern, and attempt to close the deal by responding effectively to those concern.
Pros and Cons
Direct selling is more personalized and engaging than Other type Of marketing.
Salespeople personal interact With customer face-to-face, whereas With
traditional advertising are delivered through media With the hope Of a
consumer response, to build effectiveness long-term relationship With kev
customer. Costof employing salespeople and the potential alienation of customer
drive away by high pressure selling tactics are drawback.
promotion Basics
Sales promotion is a form Of advertising that focus on short-term sales
investment.SaIes promotion and customers With price discount or Other price
oriented benefits. This separate promotions from band brand building advertising
that focus on the long term question sales promotion centre on the price side Of
the value equation Which main consumer receive value as a concept comparison
Of price and benefits. Sales promotions suggest a good value because of reduced
reduced price but constant benefits.
Tactics and Goals
Coupon, of price discount, rebates and recent of sales are among common sales
promotion technique.
Companies use sales promotion for a variety Of reasons. New companies use
them to drive instance traffic. Clearing out excess inventory is an Other common
intention. Additional e companies use sales prormtion to attract customers in
hopes Of also selling higher margin products. Generating immediate cashflow to
cover short term depth and expenses Obligation in another conunon and
important purpose Of sales promotions.
Sales promotion advantages
A sales promotion is a marketing technique that is designed to entice a customer
to take a specific action such as making a purchase or request more information.
sales promotion usually occurs for a limited period of time helps create a sense Of
urgency. Example Of sales promotion and include coupons free trial and discount
to a few. Face promotion Of para number Of advantage to Other owner Of a small
business.
Luring new customer With price
By offering a reduced price on a popular item you can deliver Customer away
from competitors. Which may ultimately help them into shoppers. For example,
ifyou own a small electronic store that's competitive with the retailer offer a
discount price on a popular cell phone for a linited on stock. If you serve the
customer well during the purchase process they may be willing to be come back.
Gaming community favor
Create a good for a business by standing a prormtion that Supports a worthy
cause. For example, if you your town need Of new fire engine or police car donate
a portion of customer purchase at your business to the cause. You will be your
community, which is a Win-Win for everything when male lead to more business
for

Encourage repeat purchase

Business like airlines and hotels successfully used reward program to encourage
customer loyalty and you can do the same for your small business. If yot/re on a
coffee shop for instance give customer a reward card that you hole- punch it time
they may purchase. After the make fue for 10 purchase they can redeem the card
for a cup Of coffee.
Entice reluctant consumers
giving away free product for services is a good way to get people to try them for a
first time Which may lead to a purchase. if you're on a dial and you have added a
new Sandwich to the menu pass out small samples to eachofyour consumer as
they come inthe door. Session toget people to give you a try.
providing information
A sales promotion can help you providing information to potential customers that
aids them in making a decision. This canbe beneficial for a products or services
that are complicated for are and unfamiliar to
For example, if you are a financial planner and you are attempting to gain
clients in the area of retiring mint pan link a free seminar allows you can explain
what you do and how sum investment product
Obiective Ot promotions
Sales promotion is a marketing technique usually designto last for relative short
time. Common sales promotion technique can include special pricing coupon and
staging events to gain publicity. Small businesses can make use Of sales
promotions to attack achieve a number of specific business Objectives.
Keep exciting customers
Sales promotion can be grade 2 word keeping exciting customer specially if a new
computer is opening nearby. For example, a barber shop owner can Mel coupons
to all of his existing customers to take attention away from our competitors grand
opening event. Dry cleaners could implement a refer program where he gives
exciting customer discount when they refer new to make purchase Which can
help build consumer loyalty.
Ventory clearance
Special promotion can help vou clearing inventory to make room for seasonal or
new merchandise. If you're on a clothing boutique for example you may need a
to advertise a reduced price on winter clothing to make room for spring and
summer fashions. The owner of a giftshop can conduct a clearance sales on
Halloween merchandise to make a room Of Christmas products.
Reaching new market
A promotion can be a way to reach a new segment Of a market. For example, if
you operate a bakery and you are unwilling a new line of pastries you can
generate a promotion to get people to come your bakery and try them. Your
can offer a discount price for additional of 1 item such as a coupon of
coffee.
New product launch
A sales promotion can help you introduce a new product to a market place. For
example, if new operator bakery and building a new line Of fisheries you
cangenerate a promotion to get people to come to Vour bakery and try them. A
promotion can offer a discount price or additional Of free item sets coupon.
Increase brand awareness
Assess can help increase awareness of brand which can ultimately lead to
additional sales. For example, by sponsoring a charity event that are charity
because or Rafael you can make people in the community aware of your
company in a positive way Which can lead a them increasing your business,
 CHAPTER 3
CONCEPTUAL DISCUSSION
 CHAPTER 3
CONCEPTUAL DISCUSSION
BUSINESS DEVELOPMENT
Business development entails tasks and processes to develop and implement
growth opportunities within and between organizations. It is a subsetof the fields
of business, commerce and organizational theory. Business development is the
creation of long •term value for an organization from customers, markets, and
relationships. Business development can be taken to mean any activity by either a
small or large organization, non-profit or for-profit enterprise which serves the
purpose Of 'developing' the business in some way.
In addition, business development activities can be done internally or externally
by a business development consultant. External business development can be
facilitated through Planning Systems, Which are put in place by governments to
help small businesses. In addition, reputation building has alsoproven to help
facilitate business development.
In practice, the term business development and its actor, the business developer,
have evolved into many usages and applications. Today, the applications of
business development and the business developer or marketer tasks across
industries and countries, cover everything from IT-programmers,
specializedengineers, advanced marketing or key account management activities,
and sales and relations development for current and prospective customers. For
this reason, it has been difficult to discern the unique features Of the business
function and whether these activities are a source Of profits.
Recent Systematic research on the subject has outlined the contours of an
emerging business development function with a unique role in the innovation
management The business development function seems to be more matured in
high-tech, and especially the pharma and biotech industries.
Business development professionals frequently have had earlier experience in
sales, financial services, investment banking or management consulting, and
delivery; although some find their route to this area by climbing the corporate
ladder in functions such as operations management. Skill sets and experience for
business-development specialists usually consistofa mixture Of the following
(depending On the business requirements);
• Sales

• Marketing
• Mergers and acquisitions
• Legal
• Strategic
• Proposal management or capture management
Business development is to be thought Of as a marketing tactic. The Objectives
include branding, expansion in markets, new user acquisition, and awareness.
However, the main function Of business development is to utilize partners in
selling to the right customers. Creating opportunities for value to be ongoing in
the long term is important. To be successful in business development the
partnership must be built on strong relationships.
The "pipeline" refers to the flow of potential clients which a company has started
developing. Business development staff assign to each potential client in the
pipeline a percent chance of success, with projected sales-volumes attached.
planners can use the weighted average of all the potential clients in the pipeline to
project staffing to manage the new activity when finalized. Enterprises usually
support pipelines With some kind Of customer relationship management tool or
database, either web-based solution or an in-house system. Sometimes business
development specialists manage and analyze the data to produce sales
management information. Such nunagement of information could include:
• Reasons for wins/losses
• progress of opportunities in relation to the sales process
• Top performing salespeople/sales channels
• Sales of sen.'ices/products
For larger and well-established companies, especially in technology-related
industries, the term "business development" often refers to setting up and
managing strategic relationships and alliances with other, third party companies.
In these instances, the companies may leverage each other's expertise,
technologies or other intellectual property to expand their capacities for
identifying, researching, analyzing and bringing to market new businesses and
new products. Business development focuses on the implementation Of the
strategic business plan through equity financing, acquisition/divestiture Of
technologies, products, and companies, plus the establishment Of strategic
partnerships where appropriate.
Facilitated development
Business Development is affected by external factors. "planning Systems" are
systems set in place in order to regulate businesses. In many cases, ruling agencies
deem the necessary for business survival. There is a section of Business that is
dedicated to facilitating ethical business development in developing countries. In
the early 2000s, Business Ethics was dedicated to helping the Businesses in need
that are in these countries, However, owing to the strong backlash from critics,
they have changed their focus into helping businesses that are going to help the
most people develop. These policies have improved the quality Of life Of the
people. However, this facilitation changes the norms and, in turn, harms some
groups. In order to enforce the new l»licies in an ethical manner Business Ethicists
have createda cost-benefit analysis, placing an emphasis on basic necessities.
These concerns have become so great that Business Ethicists have created a new
department called Development Ethics. Now, instead of simply helping developing
businesses, international business developers have begun ensuring that the
companies keep basic human rights in This especially applies to countries where
the laws are not so strict and allow for abuse to take place. These development
now have to follow the criteria that Penz created, consisting Of: security,
empowerment, rights,
equity, integrity, and cultural freedom. The idea Of providing people With human
rights in order to facilitate business development can be seen through the rapid
development Of China in the last few decades. The that were implemented in
the last couple decades coincide With these In the 1980s, government
policies facilitated the rise in literacy rate and education. The following decade,
healthcare coverage increased significantly. This development was not originally
seen as monetary capital, but instead, it was seen as human capital. With nwre
workers able to bring skill and maximum effort to their workplace, conwanies
were able to develop extremely rapidly,
Reputation building
With companies becoming more and conscious Of ethical practices, closely
watching their selves to avoid scrutiny, a company's reputation has become a
great concern. Ethical business practices are closely tiedwith reputation which
makes it essential to follow ethical guidelines if a company is looking to build their
reputation. In fact, Businesses that develop quickly and successfully have
tendencies to show honesty, impartiality, and service to all of their stakeholders.
In order for a company to be considered "ethical", itmust cater to the needs of the
customer, keeping their best interest in mind. This will influence customers to
make repeated purchases and lead to more profit. In order for a company to build
a strong reputation with their suppliers. it is crucial for them to focus on impartial
business interactions and developing long relationships. These relationships can
lead to mutually-beneficial business deals for both the company and its supplier.
With the employees, they must take their interests into consideration and
facilitate teamwork as opposed to rigorous competition. This ensures that the
company Will keep their most loyal and dedicated employees for as long as
possible. Funding for further development can rise when a company is able to
develop strong relationship with each stakeholder individually, and ethically. This
is based on the concept of reciprocation, which states how in order for social
change to take place between groups of people, trust must be built between them
through mutually beneficial actions. This can be supported through the results of a
questionnaire study that was conducted on technology industries in GTSM and
TSE. In addition, in order fora company to practice business ethics, and ensure
strong business development, it is essential to maintain a relationship with
the environment. With concerns about the recent decline Of the environment
increasing, stakeholders have become more involved in efforts to preserve
resources and a negative impact on the environment brings about risks Of
damaging stakeholder relationships.
CHARACTERSJ'cs OF BUSINESS DEVELOP MENT
Business development is distinctly different than sales. Top business
development professionals become a trusted advisor to clients. This is the key to
a long-term and strategic relationship that adds more value than sales alone.
Companies have a higher expectation Of business development. More than ever,
this Workforce isn'tjustyour Old run-of-the-mill tactical salesperson. Don't getme
Wrong, there is a place for both. But, to be a successful business developer, these
individuals must possess additional skills. Clients require these deeper
relationships too. Business have a lot of options. And, it's easierforthem to
go to your competitor than to do business with someone who doesn't quite cut it.
Great business development professional are responsible for the liveliht»d of the
business. For a business to remain competitive, they not only need to bring a
client to the table once, but are tasked With providing enough ongoing value that
clients stay for the long haul.
This is the nx•dern conundrum Of business development today. In 20 years
serving the market research and consulting communities, I have learned that to
be successful I must continually expand my skills. I have found that success in
business development can be traced to eight attributes and behaviors:
I. Customer Obsession
You understand your client's business and products and services. Taking thata
step further, you must know their internal strategic initiatives and plans. until
you understand this, and can tailor your solution to map to support them in
these, you Will never build a strategic, long-term relationship. NO longer are the
days Of having your product be one to many. If you do this, your offering Will be
one Of tactical products that they could take or leave.
2. Emotionally Intelligent
To build a long-term relationship with key client executives, you must possess a
high level of emotional intelligence. What this means is understand cues
outside of what is written and spoken that are big indicators of creating a
successful business relationship. Understand what motivates your client, about
people's egos and their underlying expectations as well as how these provide
big clues into to how your client Will buy. When you can piece this together
and apply this to the overall business landscape, you can build a relationship
that Will keep a client for life.
3. Digitally relevant
much of business today is done digitally. Your personal and company's online
business presence, social profiles and networks are crucial in business success.
Research is conducted, due diligence is collected; your company's reputation is
compared to your competition's. potential clients aren't just looking at the
 company that you represent; they count on you being digitally sawy. They need
to have communication about your products and services easily deliveredto
them digitally and in real They can reach you when it's convenient for them
through this open channel.
4. Domain Expertise
A true business development professional builds deep knowledge of the
industry that they serve. This industry and solution expertise allows you to be
part of the solution, not just a purveyor of it. This unique and inherit
knowledge makes you valuable to the client.
5. Trust
Maintain honesty and integrity with clientno matter what the circumstances.
Make Sure they understand that thev know that they cancount on Vou to be
honest. You are your client's advocate, inside your company and out. Don't ever
give your client a reason to doubt anything that you Say or do.
6. Commitment
Believing in the company and solution, you represent. And, no matter what,
you always have the best interests Of your client at hand. You don't give up, and
you fight for them when needed. The overall commitment in the relationship
builds customers for life.
7. Optimism
You have a positive outlook about business and life in general. Nobody likes to
do business With who is negative and a bummer to be around.
8. perseverance
When the chips are down, you stick with the relationship. Everyone can push
forward in good times and When all is going perfectly as planned. But When it
doesn't go perfectly, you're ready to attack head on. Business isn•talways
easy, butyou're known for being there through thick and thin.
THE IMPORTANCE OF BUSINESS DEVELOPMENT
When it comes to organizational growth, business development acts as the thread
that ties together all of a company's functions or departments, helping a business
expand and improve its sales, revenues, product offerings, talent. customer
service and brand awareness.
There are a number of key areas in which someone tasked with business
development can help effect change and promote growth across departments.
Here are four reasons Why business development is important.
It builds important relationships.
Whether cultivating new talent, with prospective partners or courting
l»tential customers, relationship-building is an integral piece of the business
development process. A business developer can hone in on the relationships that
demand the most attention. Connecting with clients, colleagues and other
memtMs of one's network can be fundamental to identifying new business
opportunities, generating leads and making critical hires.And, strengthening
existing relationships will help deliver repeat customers, or provide an opportunity
to hone and enhance talent from Within.
It's a key Strategy for boosting revenue and lowering costs. Growth is the end
game Of business development, and one of the most common metrics for
measuring that growth is the bottom line. Key to the business development
process is devising strategies to help increase the amount of money that's coming
into an organization, while making sure less money is going out. Focusing on
business development can help an organization identify which markets and
products have the most profit potential, and which deals to chase first. Business
development also entails making decisions that help keep costs down as well as
identify areas of growth and the funding needed to facilitate such expansion.
It can help improve the company's overal image. Marketing is vital to a business'
growth, and a business developer can help an organization build a better brand.
A business developer can work closely with the marketing team to develop
campaigns that solidify the company's target audience and reach new customers
and markets. A significant aspect of business development understands the inner
workings of a company's products and services, as well as its customers. Business
development leaders can use these insights to help inform new marketing
campaigns that guide potential customers to products and services that could
benefit

It may open up expansion into new markets. Tapping intonew areas of

opportunity could a lucrative growth strategy, and business development involves
staving on top Of market trends and opportunities. By analyzing demographics
and customer data, a business developer can find ways to enter these markets
and access new segments Of customers.
BUSINESS OBJECTIVES OF A BUSINESS DEVELOPMENT
Five most important objectives of business may be classified are as follows:
1. ECONOMIC OBJECTIVES,
SOCIAL OBJECTIVES,
HUMAN OBJECTIVES,
4. NATIONAL OBJECTIVES, GLOBAL
OBJECTIVES
Objectives represent the purpose for which an organization has been started.
Objectives guide and govern the actions and behavior of businessmen. According
to William F. Glueck, "Objectives are those ends which the organization seeks to
achieve through its existence and operations." Another term for objectives is
goals. Logically, objectives ought to specify ends or results sought that are derived
from and congruent with the mission the organization has set itself Attempts to
set Objectives should always be guided by references to the mission they are
meant to fulfill. Business Objectives are something Which a business organization
wants to achieve or accomplish over a specified period Of time. These may be to
earn profit for its growth and development, to provide quality goods to its
customers, to protect the environment, etc.
CLASSIFICATION OF OBJECTIVES OF BUSINESS
It is generally believed that a business has a single objective. That is, to make
profit. But it cannot be the only objective of business. While pursuing the objective
of earning profit, business units do keep the interest of their owners in view.
However, any business unit cannot ignore the interests Of its employees,
customers, the community, as well as the interests Of society as a Whole. For
instance, no business can in the long run unless fairwages are paid to the
employees and customer satisfaction is given due importance. Again a business
unit can prosper only if it enjoys the support and goodwill Of people in general.
Business Objectives also need to aimed at contributing to national goals and
aspirations as well as towards international well-being. Thus, the objectives of
business may be classified as;
1. Economic Objectives:
Economic Objectives Of business refer to the objective Of earning profit and also
Other Objectives that are necessary to be pursued to achieve the profit Objective,
Which includes creation Of customers, regular innovations and best possible use
Of available resources.
Profit Earning:
Profit is the lifeblood of business, without which no business can survive in a
competitive market. In fact profit making is the primary objective for which a
business unit is brought into existence. profits must be earned to ensure the
survival of business, its growth and expansion over profits help businessmen
not only to earn their living but alsoto expand their business activities by
reinvesting a part Of the profits. In order to this primary Objective, certain
Other Objectives are also necessary to be pursued by business, Which are as
follows:
(a)Creation Of customers:
A business unit cannot survive unless there are customers to buy the products and
services. Again a businessman can earn profits only when he/she provides quality
gocpds and services at a reasonable price. For this itneeds to attract more
customers for its existing as well as new products. This is achieved with the help of
various marketing activities.
(b)
Innovation means changes, Which bring about improvement in products, process
Of production and distribution of goods. Business units, through innovation, are
able to reduce costby adopting better methods of production and also increase
their sales by attracting customers because of improved products. Reduction in
cost and increase in sales gives profit to the businessmen. Use of power looms in
place of handlooms, use of tractors in place of hand implements in farms etc. are
all the results of innovation.
(c) Best possible use of resources:
As we all know, to run any business we must have sufficient capital or funds. The
amount of capital may be used to buy machinery, raw materials, employ men and
have cash to meet day-to-day expenses. Thus, business activities require various
resources like men, materials, money and machines. The availabilityof these
resources is usually limited. Thus, every business should try to make the best
possible use of these resources. Employing efficient workers, Making full use of
machines and minimizing wastage of raw materials, can achieve this objective.
B. Social Objectives:
Social Objective are those Objectives Of business, which are desired to be
achieved for the benefit of the society. Since business operates in a scxiety by
utilizing its scarce resources, the society expects something in return for its
welfare. No activity of the business should be aimed at giving any kind of trouble
to the society. If business activities lead to socially harmful effects, there is bound
to be public reaction against the business sooner or later. Social objectives of
business include production and supply of quality goods and services, adoption of
fair trade practices and contribution to the general welfare of society and
provision of welfare amenities.

Since the business utilizes the various resources Of the society, the society expects
to get quality goods and services from the business he Objective Of business
should be to produce better quality goods and supply them at the right time and
at a right price It is not desirable on the part of the businessman to supply
adulterated or inferior goods which cause injuries to the customers. They should
charge the price according to the quality of e goods and services provided to the
society. Again, the customers also expect timely supply of all their So it is
important for ever/ business to supply those goods and services ona regular basis.
(ii) Adoption Of Fair Trade Practices:
In every society, activities such as hoarding, black- marketing and over-charging
are considered undesirable. Besides, misleading advertisements Often give a false
impression about the quality Of products. Such deceive the customers and
the businessmen use them for the sake Of making large profits. This is an unfair
trade practice. The business unit must not create artificial scarcity of essential
goods or raise prices for the sake of earning more profits. All these activities earna
bad name and sometimes make the liable for penalty and even under
the law. Therefore, the objective of business should be to adopt fair trade
practices for the welfare of the consumers as well as the society.
Contribution to the General
Welfare Of the Societv:
Business units should work for the general welfare and upliftment Of the society.
This is possible through running Of schools and colleges better education opening
Of vocational training centers to train the people to earn their livelihood,
establishing hospitals for medical facilities and providing recreational facilities
forthe general public like parks, sports complexes etc.
C. Human Objectives:
Human objectives refer to the Objectives aimed at the well-being as well as
fulfillment Of Of employees as alsoof people Who are disabled,
handicapped and deprived Of proper education and training. The human
Objectives Of business may thus include economic well-being Of the employees,
social and psychological satisfaction Of employees and development Of human
resources.
(i) Economic Well-being of the Emplovees:
In business employees must be provided with tan remuneration and incentive for
performance benefits of provident fund, pension and other amenities like medical
facilities, housing facilities etc. By this they feel more satisfied at work and
contribute rmre for the business.
(ii) Social and PsycholORicaI Satisfaction Of Emplovees :
It is the duty Of business units to provide scxial and psychological satisfactionto
their employees. This is possible by making the job interesting and challenging,
putting the right 'Mson in the right job and reducing themonotony of work
Opportunities for promotion and advancement in career should alsobe provided
to the employees. Further, grievances of employees should be given prompt
attention and their suggestions should considered seriously when decisions are
made. If employees are happy and satisfiedthey can put then best efforts in work.
(iii)
Employees as human beings always want to grow. Their growth requires proper
training as well as development. Business can prosper if the people employed can
improve their skills and develop their abilities and competencies in course of time.
Thus, it is important that business should arrange training and development
programs for its employees.
peop'e:
Business units being inseparable parts Of society should help backward classes and
also people those are physically and mentally challenged. This can be done in
many ways. For instance, vocational training programs may arranged to improve
the earning capacity Of backward people in the community. While recruiting its
staff, business should give preference to physically and mentally challenged
persons. Business units can also help and encourage meritorious students by
awarding scholarships for higher studies.
D. National Objectives:
Being an important part Of the country, every business must have the Objective Of
fulfilling national goals and aspirations. The goal Of the country may be to provide
employment opportunity to its citizen, earn revenue for its exchequer, become
self-sufficient in production Of goods and services, promote social justice, etc.
Business activities should conducted keeping these goals Of the country in mind,
Which may be called national objectives of business. The following are the
national objectives of business.
Creation of
Emplovment:
One of the national objectives of business is to create opportunities for
gainful employment of This can be achieved by establishing new business
units, expanding markets, widening distribution channels, etc.
(ii) Promotion Of Social Justice:
As a responsible citizen, a businessman is expected to provide equal opportunities
to all persons with whom he/she deals. He/ She is alsoexpected to provide equal
opportunities to all the employees to work and progress. Towards this objectives
special attention must be paid to weaker and backward sections of the society.
production According to National priority:
Business units should produce and supply in accordance With the priorities laid
down in the plans and Of the government. Oneof the national objectives of
business in our country should to increase the production and supply of essential
goods at reasonable prices.
Contribution to the
Revenue of the Countrv.
The business owners Should pay their taxes and dues honestly and This Will
increase the revenue Of the government, which can be used for the of the
nation.
(v) Self-sufficiencv and Export Promotion;
To help the country to become self-reliant, business units have the added
responsibility of restricting import Of goods. Besides, every business units should
aim at increasing exports and adding to the foreign exchange reserves of the
country.
E. Global Objectives:
Previously India had very restricted business relationship With Other nations.
There was a very rigid policy for imp-Olt and export Of and services. But, now-a-
days due to liberal economic and export-import policy, restrictions on foreign
investments have been largely abolished and duties on imported gocxis have been
substantially reduced, This change has brought about increase in competition in
the market. Today due Of globalization the entire world has become a big market.
produced inone country are readily available in Other countries. so, to face the
competition inthe global market every business has certain Objectives in mind,
which may be called the global objectives. Let us learn about them.
Raise General
Standard of Living:
Growth of business activities across national borders makes quality goods
available at reasonable prices all over the world. The people Of one country get to
use similar types Of goods that people in Other countries are using, This improves
the standard Of living Of people.
(ii) Reduce Disparities among Nations:
Business should help to reduce disparities among the rich and nations of the world
by expanding its operation. Byway of capital investment in developing as well as
underdeveloped countries it can foster their industrial and economic growth.
Make Available Globally Competitive Goods and Services:
Business should produce goods and services Which are globally competitive and
have huge demand in foreign markets. This will improve the image of the
exporting country and also earn rmre foreign exchange for the country.
WHAT BUSINESS DEVELOPMENT PLAN?
A business development plan is just like the business plan you created when you
started your business but with a focus on growth and how to achieve it. It's a long-
term plan that outlines strategies for steady and business growth over the
coming years.
OPPORTUNITIES FOR GROWTH
Study your target market, your competitors, and your previous progress. From
there, identify opportunities for growth-whether it's in creating new products,
adding more services, breaking into new markets, a combination Of these, or
other opportunities. Consider your options and work out What's best for your
business.
FUNDING PLAN
Determine that how you will fund your business growth. How much capital do you
already have? How much do you need more? HOW Will you get it?
Financial goals
DO profit, revenue, and cost projections, then use them as basis forsetting your
short-term and long-term financial goals.
Sales and marketing activities
Figure out what sales and marketing efforts will effectively promote growth and
how these efforts will change as you get bigger and better. Make sure your sales
and marketing plan is study enough to support your growth business.
Team needs
Evaluate your existing team and think about how you can improve their
capabilities to your growth objectives. Consider hiring new employees and what
skills they need to have.
HOW TO CREATE YOUR STRATEGIC BUSINESS DEVELOPMENT PLAN
A business development plan that outlines, how you implement your business
strategy. It can be a plan for an individual, a practice or the firm as a whole.
Its scopes both the marketing and sales functions, as they are so inter-wined in
professional services firms.
1. Define your target audience:
Who are you trying to attract as new clients? Focus on your best-fit clients, not all
possible prospects. It is most effective to focus on narrow that you can't achieve
your business goals.
2. Research their issues, buying behavior and your competitors:
The nwre you know about your target audience the better equipped you will be
to attract their attention and communicate how you can help them. What are
their key business issues? Is your expertise relevant to those issues? Where do
they look for advice and inspiration? What is the competitive environment? How
do you stack up?
3. Identify your competitive advantage:
What makes you different? Why is that better for your target client? Are you the
most cost-effective alternative, or the industry's leading expert? This "positioning"
as itis often called, needs to be true provable and relevant to the prospect at the
time they are choosing Which firm to work With, Be sure to document this as
you Will use itover and over again as you develop your messages and marketing
t'*lls.
4. Choose your overall business development strategy:
Pick the broad strategy or strategies to reach to reach, engage and convert your
prospects. you can start With the list of top strategies provided above. Which
strategy fits with the needs and preferences of your target audiences? Which
ones best convey your competitive advantage? For example, if you are competing
because you have superior industry expertise, a thought leadership/content
marketing strategy Will likely serve you well.
5. Choose your business development tactics:
A great place to start is the list of the most effective tactics we provided
above. Make sure that each technique you select fits your target audience
and strategy. it's not about your personal preferences or familiarity
with a tactic. It's about works with the audience.
Also, you will need to balance your choices in two important ways: First, you will
need tactics that address each stage Of the business development pipelines.
Some techniques work great for term nurturing. You need to cover the full
funnel.
Second, you need a good balance between digital and traditional techniques.
6. Specify how you will monitor implementation and impact:
Often these important considerations often spell the difference between
success and failure. Unimplemented strategies don't work. Keep track of what
you do. and when. This will both motivate action and provide a greatstarting
place as you troubleshoot your strategy. Also monitor and record the impacts you
see. The most Obvious affect Will be how much new business you closed. But you
should also monitor new leads or new contracts, at the bare minimum. finally,
don't neglectimportant process Outcomes suchas referrals, new added to your
list, downloads Of content that expose prospects and referral sources to your
expertise.
If you follow these steps you will end up With a business development
strategy and a concrete plan to implement and optimize it.
TOP BUSINESS DEVELOPMENT STRATEGIES

Networking: networking is probably the most universally used business

development strategy. It's built on theory that professional services buying
decisions are rooted in relationships, and the best way to develop new
relationships is through face-to-face networking.lt certainly is true that many
relationships do develop in that way. And ifyou are networking With your target
audience, you can develop new business. But there are limitations. Todavs buyers
are Very pressured, and networking is time Consuming. it can be very expensive,
if you consider travel and time away from the office.Newer digital networking
techniques can help on the costand time front. But even social media requires an
investment of time and attention,
Referrals: The close relative of networking and referrals are often seen as the
mechanism that turns networking and clientsatisfaction into new business. You
satisfied clients do the same.Cleariv, referrals do happen, and many firms getmost
or all Of their business from them. But referrals are passive. They rely on your
clients and contacts to identify good prospects for your services and make a
referral at the right time. The problem is referral sources Often do not know the
full range Of how you can help a client. so many referrals are poorly matched to
your capabilities. Other well-matched referrals go unmade because your referral
Source fails to recognize a great prospect when they see one. Finally, prospects
that might be good clients rule out your firm before even talking with you. One
recent study puts the number at over 50K
Sponsorships and advertising: this can develop new business directly by
events and advertising? It would solve a lot Of problems if it works. NO more
trying to get time from fully utilized billable professionals-unfortunately, the
results on this front are not very encouraging. Studies have shown that traditional
advertising is actually asscxiated with slower growth. Only when advertising is
combined with Other techniques, such as speaking atan event, do these
techniques bear fruit. The most promising advertising strategy seems to be well-
targeted digital advertising. This allows firms to get their and offers in front of the
right people at a lower cost.
Outbound telephone and mail: professional services firms have been using phone
calls and mail to directly target potential clients for decades. Target the right firms
and roles with a relevant message and you would except to find new
opportunities that can be developed into clients.There are a couple Of key
challenges With these strategies. First they are relatively expensive, so they need
to be just right to be effective. Second, if you don't catch the prospect at the right
time, your Offer may have no appeal relevance — and consequently, no impact
on business development.The key is to have a very appealing Offer delivered to a
very qualified and responsive list. It's not easvto getthis combination right.
Thought leadership and content marketing:the Strategy is to make your expertise
visible to potential buyers and referral sources. That is accomplished through
writing, speaking or publishing content that demonstrate your expertise and how
it can be applied to solve client problems -Here, the strategy is to make your
expertise visible to potential buyers and referral sources. This is accomplished
through writing, speaking or publishing content that denK'nstrates your expertise
and how it can be applied to solve client problems.
Books, articles and speaking engagements have long been staples Of
professional services business development strategy. Many high visibility
experts have built their practices and firms upon this strategy. It Often takes a
gcx'd part Of a career to execute this approach.
But changing and technology have reshaped this strategy. With the Onset Of
digital communication it is now easier and much faster to establish your expertise
with a target market. Search engines have leveled the playing field so that
relatively unknown individuals and firms can become kncr.vn even outside their
physical region. Webinars have democratized public speaking, and blogs and
websites give every firm a 24/7 presence. Add in video and social media and the
budding expert can access a vastly expanded martetplace.
But these developments also open firms to much greater competition as well. You
may find yourself competing With specialists whom you were never aware Of. The
impact is to raise the stakes on your business strategy.
Combined strategies: it is cornrmn to combine different business development
strategies. For example, networking and referrals are frequently used together.
And on one level, a combined strategy perfect sense.
But there is a hidden danger. For a strategy to perform at its peak, it must be fully
implemented. There is a danger that by attempting to execute too many different
strategies you Will never completely implement any Of them.
Good intentions, no matter how ambitious, are of little real business development
value. Under-investment, lack of follow through and inconsistent effort are the
bane of effective business development.
It is far more effective to fully implement a simple strategy than to dabble in a
complex one. Fewer elements, competently implemented, produce better results.
Next, we turn our attention to the tactics used to implement a high-level strategy.
But firstthere is a bit Of confusion to clear up.
Business Development Vs. Marketing
Marketing is the of determining which products and services you will offer to
which target audiences, at what price. It also addresses how you will position and
promote your firm and it's offerings in the marketplace. The result Of all this
activity Should be an increasing awareness Of firm among your target audience —
and a stronger flow Of qualified leads and opportunities.
Historically, business development has been a subset of the marketing function
that was focused on acquiring new marketing or distribution relationships and
channels. While this role still exists in many companies, the business title
has become interchangeable With many marketing and sales functions.
Business Development vs. Sales
Sale is the task of converting leads or opportunities into new clients. Business
development is a broader term that encompasses many activities beyond the sales
function. And while there is some most traditional BD roles are only lightly
involved in closing new clients.
Business development is Often confused With sales. This is not too surprising
because many people Who are clearly in sales have taken to using the title Of
Business Developer. Presumably this is done because the Organization believes
that the BD designation avoids some possible stigma associated with sales.
Nowhere is this practice more prevalent than in professional services.
Accountants, lavwers and Strategy consultants do not want to be seen as "pushy
sales people." This titular bias is firmly rooted despite the fact that developing new
business is an important rote of most senior members of professional services
firmsSince so many clients want to meet and get to know the professionals they
Will be working With, the Seller-doer role is well established in many firms. The
preference for Seller-doers also tends to discourage firms from fielding a full-time
sales force.
As an alternative approach to leveraging fee-earners' time, some firms have one
or more Business Developers On staff. In the professional services context, these
folks are often involved in lead generation and qualification, as well as supporting
the Seller-doers in their efforts to close new clients. In other organizational
contexts, this role rrùght be thought of as a sales support role.
The result Of this confusing picture is that many professional services firms call
sales "business development" and make it part Of every senior professional's role.
They may also include some marketing functions, such as lead generation and
lead nurturing, into the professional's BD responsibilities.ltis this expanded role,
where business development encompasses the full range Of lead generation,
nurturing and sales tasks, Which we Will concentrate on in this post.
Strategic Business Development
Not all business development is of equal impact. In fact a lot of the activities of
many professionals are very opportunistic and tactical in nature.This is
especiallytrue With many seller-doers. Caught between the pressures Of client
work and an urgent need for new business they cast about for something quick
and easy that Will produce short term results. Of course this is no real strategy
at all.
Strategic business development is the alignment Of business development
prcxesses and With your firm's strategic business goals. The role of strategic
business development is to acquire ideal clients for your highest priority services
using brand promises that you can deliver upon.
Deciding which targets to pursue and strategies to employ to develop new
business is actually a high stakes decision. A good strategy, well implemented, can
drive high levels Of growth and profitability. A faulty strategy can stymie growth
and frustrate valuable talent.
Yet many firms falter at this critical Step. They rely on habit, anecdotes and fads
— or worse still, "this is how we have always done it" In a later section we'll
cover how to develop Vour strategic business development plan. But firstwe'll
cover some Of the strategies that may go into that plan.
Business Development Strategy vs. Tactics
The line between strategy and tactics is not always clear. For example, you can
think of networking as an overall business development strategy or as a tactic to
enhance the impact of a thought leadership strategy, Confusing to be sure.
From our the distinction is around focus and intent. If networking is your
business development strategy all your f'*us should be on making the networking
effective and efficient. You will select tactics that are aimed at making
networking more powerful or easier. You may try out another marketing
technique and drop it if it does not help you implement your networking strategy.
On the other hand. if networking is simply one of many tactics, your decision to
use it will depend on whether it supports your larger strategy. Tactics and
techniques can be tested and easily changed. Strategy, on the Other hand, is a
considered choice and does not change from day to day or week to week.
10 Most Effective Business Development Tactics
Which business tactics are most effective? TO find out, we recently conducted
a study that looked at over professional services firms. The research identified
those firms that were growing at greater than a compound annual growth rate
over a three-year period.
These High Growth firms were compared to firms in the same industry that did
not grow over the same time We then examined which business
development tactics were emplqed by eachgroup and which provided the most
impact-The result is a list of the ten most impactful tactics employed by the High
Growth firms:
Networking at targeted conferences, trade shows and
events providing assessments and/or consultations
Demos (in-person or digital)
4. Using a proposal toolkit
Speaking at targeted conferences or events
6. Video blogging
Creating downloadable, gated content
8. Nurturing prospects through phone calls

9. Publishing written blog posts on your website

10. Digital ads(pay-per-click, banner ads, etc.)

CHAPTER 4

Data analysis
Data analvsis
1. Does Nivesh Gloabal has enough resources to sell their product?
(a) (c)
Strongly Disagree
agree
(b)Agree (d) strongly disagree
resources to sell

strongly

e
The survey, that 30% Of the people Who were surveyed strongly agree to the
option that NIVESH
GLOBAL possess relevant recourse to sell out their product that is
construction of housing societies and complexes to the relevant customers.
Whereas 34% and 26% respectively, came to a conclusion Of agree and
disagree the fact and fixtures. Where strongly disagreed With the point and
thought that the company has to improvise in the certain area so that the
selling of the product ma y increase as per the yearly targets.
 2.
What according to is the produces best selling point?

(a) Cheap (c) Easy availability

(b) Quality (d) Others

BEST SELLING POINT

easy
availability

NIVESH GLOBAL a relatively new conwanv in the market

and laving high comlX•tition. The respondents agreed to a
certain level that easy availability andquality Of the
conduction is the main and leading beat selling A
cumulative of and 32%) respectively agreed to the same ,
3.
agreed to the same where as a healthy percentage of 3%
to the decision that the price and various other factors
were the selling point of the product.
What is the target audience for NIVESHGLOBAL?
(a) High income (c) lower
group income
group
(b) Middle income group (d) all

TARGET AUDIENCE

high income
•

group

Middle group
 4.
In the questionnaire the main question was the target audience
of NIVESH GLOBAL Being a real estate firm it is very important
for the company to set their preferences in regard to target
audience. The respondents agreed to the point that the
company should focus more on the middle income group the
segment of the housing societies thatthe company deals in cam
is easily sold to middle income group. Nearly of the respondents
agreed to that point. 28% respondents also agreedto the lower
income group canalsobe targeted as know they have power Of
housing loan schemes from various bank. 14% favored the high
income group people to be the target audience keeping in 'Tind
the business Of the company Of building complexes.
Where N IVESH GLOBAL does their products?

(a) Inbusiness premise (c) Online

(b) Through agents (d) through business sources
5.

Place of sellings

though .entS

• online

• through
business

According to the respondents the main place of selling for

NIVESH GLOBAL is within business. 30% agreed to the
point that the main business is generated Within their
business this is because the purchases visit the company
so as to vies the flats and complexes and main
collaborations regarding the construction of various sites
for road in done Within the company , The company also
sells the pr(liuct though the agents on the comic basis.
This helps them to obtain good volume of sales because
rmre offer the customers goes to agent and property
 6.
dealers to buy property. Which in turn have link with
company.45% selling in dose though these dealers? With
the growing use of internet for various purchases the
company had also started online procedures for sale
through internet.
What doesthe marketing plan ofNIVESHGLOBALcovers?

(a) internet (c) Sales

promotion
(b) Advertising (d) direct
marketing
(e) public relations
7.

Market plan

The main aims Of the marketing plan that NIVESH GLOBAL

has is to advertise this product in the market and to do
direct marketing at the same time. 38% and 29% of the
respondents agreed to the Same point. Then main focus is
on sales promotion of the prcKIuct. Later comes the use of
internet to advertise and market the product so as to grow
public relations with more and customers which in turn will
be a great help increasing the turnover of the company.
6. How can marketing help increase help increase in sate
for N IVESH GLOBAL?

(a) Increase in profit (c) Building a brand

name
(b) Increase (d) no use
customer
knowledge
Marketing helps in

• Building a brand

• no use
 Marketing has a core aim Of increasing the sale Of the
company. According to a large number Of residents (38%)
marketing Will help the company to increase sale Which
Will result in increasing the profit of the company which
can be further used for expansion of the business. More
over NIVESH GLOBAL being a new brand in the market has
to also understand the important of building a potential
and sustainable brand name in the market. Marketing will
contribute in the cause according to 31% of the
respondents. Marketing and proper advertisement will also
make the customer aware of the upcoming projects and
will provide them with the knowledge.
7. What is the best medium for the advertisement to
yourof view?
(a) Local newspapers (c) Radio
(b) Hoarding (d)
Campaigns
(e) Internet
Medium of advertisement
 •

newspapers

• hoardings

• Radio
Cam pa
internet

NIVESH GLOBAL according to the respondent's should

advertise the product through local newspaper.
agreed to it. The reason easy of newspapers
amongst the people in the society, a very large % of people
read newspaper on daily basis and this can be a core means
of advertising the product. Radio in the present day has
become very popular amongst the people, With easy access
in every house and cars it has grown as a very strong
medium Of advertisement. 23% Of the respondent also
shares the same view. each agreed to the point that
hoarding and campaigns can alsobe used as effective Of
advertisement.
8. What according to (c) Social media
Other modes of marketing
(d) Mobile web
Direct mail
(a) marketing
(b) Brand marketing
that can be GLOBAL?
 MODE OF MARKETING

• Direct mail

• grand marketing media marketing

Mobile web marketing

Ways Of marketing is another import Segment Of

marketing. The various modes can direct mail, Brand
marketing, Social-media marketing and mobile web
marketing. 39% of the respondents agreed to the point that
social media marketing can br5 a perfect way of marketing.
Where's 33% approved that brand marketing can be used
as the mode. Which state that the company should use its
brand name for marketing the products. A cumulative of
28% agreed that direct mail and mobile web marketing that
is marketing through SMS and cold calling can also turn as
an effective way of marteting,
9. HOW much according to you N GLOBAL is Willing and
realistically able to spend on advertisement?
(a) O to Of revenue (c) 20% to 30% of revenue
(b) to of revenue (d) of revenue
to

Marketing Budget

Every conWany has to decide a budget for marketing. A

proper budget helps in effective ness Of the marketing
schedule. 48% Of the respondents agreed to the point that
EARTH INFRATUCTURE should invest to 30% of their
revenue in marketing because being a new company they
need to build a brand and to do that it takes a lot of funds
and resources. While 25% of people have a view that a little
less amount can alsobe the needful.
What Of the advertisement by N MESH
to the
GLOBAL?
(a) Funny (c)
Informative
(b) Interesting (d) Boring

Effectiveness Of the Advertisement

interesting
informative

When respondents were questioned the effectiveness Of

the current advertisement, 42% Of them saidthat
advertisement is informative and provide knowledge about
the product. 33% agreed that the advertisement was
inserted enough to pay attention On the advertisement. On
the Other hand 18% and 7% respondents respectively
replied the advertisement Was funny and boarding.

FINDINGS
 AND
RECOMMENDATION
FINDING
The survey showed that of
the people who were
surveyed strongly agree to
the option that Nivesh
Global possess relevant
resources to sell Out their
products that is
construction Of housing
stxieties and complexes to
the relevant customers
Relatively new company in
the market and having
high competition, the
respondents agreed to
certain level that the easy
availabilityandquality of
the construction is the
main and leading beat
selling point. Being real
estate firm it is very
important for the
company to settheir
preferences in regard to
target audience.
The main focus is on sales
promotion Of the
products, later comes the
use Of internet to
advertise and the
product so as to grow
public relations With more
and customers Which in
turn Will be great help
increasing the turnover of
the company.
Marketing and proper
advertisement Will also
make the aware Of
the upcoming projects
and will provide them
with knowledge.
 RECOMMENDATIONS

CODESAINT TECHNOLGIES
is entering the market and
therefore has to
necessarily preparing the
entire costing With an
intention to provide the
best goodwill.
have seen the attitude and style Of the working Of this
comparM5 people is very go CKi and target oriented. They
are full Of zeal to work for the organization Which is a good
sign for the development Of the company.
Even in this recession
period When most Of the
companies are struggling
to survive this company is
one of those strong
companies which is not
only stable but making
huge profits.
 CONCLUSION
CONCLUSION
The investment objective of the portfolio is to generate long
term capital appreciation from portfolio of equity linked
instruments. The investment portfolio for equity and equity
linked is primarily drawn from the banks in the BSE 30-
INDEX. As observed the portfolio is undiversified as the NIVESH
GLOBAL included are from a single sector viz.„ banking. Thus the
risk cannot be diversified to a large extent. Moreover it is also
observed that returns from the portfolio are on the tracks.

Initially for some period the portfolio did not give as good
returns as the Index i.e. BSE 30 but after sometime the returns
generated by the fund out-performed the Index Returns. After
that a Very heavy fall in the return
Of index as well as portfolio was seen.
BlBLIOGRAPHY
BIBLIOGRAPHY

WEBSITES:-

sainttechnologies .cøm

www_eoogge.com

Www.wikipeida.com

www.zaubacorp.com

www.iustdiaI*c0m

www.propertvwaIaxom

www.elassdoor.co.in

www.instafinancial.com
https://in.linkedln.com
www.Nanubhaiproperty.com

www_gl*.com

ndi a mart.c om
NEWSPAPERS AND MAGAZINES:

The economics times

Navbharat times

Business todaytimes Of India

Hindustan times

QUESTIONNAIRE
QUESTIONNAIRE
1. do the NIVESH GLOBAL has enough resources to sell their
products?
a. Strongly agree
b. Disagree
c. Agree
 d. Strongly disagree
2. What according to you is the product's best selling point?
a. Cheap
b. Easy availability
c. Quality
d. Others
3. What is the target audience for NIVESH GLOBAL?
a. High income group
b. Lower income group
c. Middle group
d. All
S. Where does 'NIVESH GLOBAL' sells their products?
a. In a business premise
b. Online
c. Through agents
d. Through business sources
6. What does the plan of NIVESH GLOBAL covers
a. Internet
b. Sales promotion
c. Advertising
d. Direct marketing
e. public relations
7. How can marketing help increase in sale for NIVESH
GLOBAL?
a. Increase in profit
b. Building a brand name
c. Increasing customer knowledge
d. No use
8. What is the best medium for the advertisement according
to your point of view?

a. newspapers
b. Radio
Hoardings
Campaigns
e. Internet
9. What according to you can be other modes Of marketing
that can be used by NIVESH GLOBAL?
a. Direct mail
b. Social media marketing
c. Brand marketing
d. Mobile web marketing

10. How much according to you NIVESH GLOBAL are willing

and realistically able to spend on advertisement?
 a. O to 10% of revenue
b. 20 to Of revenue
c. 10 to 20% Of revenue
d. 30 to of revenue
11. What according to you is the impression of the
advertisement by NIVESH GLOBAL?
Funny
b. Informative
Interesting
d. Boring