What actually is Business Development?

The  Oxford English Dictionary state that it is: ‘the activity of pursuing strategic opportunities for a particular business or organization, for example by cultivating partnerships or other commercial relationships, or identifying new markets for its products or services.’

Though the reality is there is no true defining answer as the role varies very much depending on industry and individual bias, and most Sales Directors and Business Development Directors we have spoken with, define it as ‘A 360 degree approach to sales, encompassing account management, insight and research into NPD opportunities directly with clients, market awareness, actually becoming an integral part in both a customers operation and the strategy of the company they represent. Not just selling, but helping both the company and the customer drive forward through change.’ As the great Henry Ford said ‘Businesses that grow by development and improvement do not die’

 

Where can I find a Business Development Recruitment Agency?

Recruiting in Business Development has many challenges. The first one is that – unlike other disciplines in the sales and marketing world – as we have highlighted business development to many does not have a clear definition. In the UK there are no official (or even not so official) bodies governing business development. And whilst every person seems to have their own opinion on what it means, most of these views differ.

An online search for a Business Development recruitment agency will back up this uncertainty. Whilst there will be specialist B2B business development recruiters working at Sales Recruitment Agencies, or firms that focus solely on recruiting Business Development roles in the professional services space (Which in legal are actually 90% marketing roles), there isn’t an out-and-out Business Development recruitment agency in the U.K.

Surprisingly statistics from the BD School (based in the Netherlands) attest, “70% of business developers don’t receive formal training and struggle to get results in their job.” And apparently 65% of Business Development professionals did not know what their job involved when they started it. If neither the employer or the candidate knows what the job actually involves, it is not surprising that finding specialists in true Business Development recruitment can be so testing.

So having read this perhaps initially have a think will the role I need to recruit just be selling a product? As if it is maybe it needs to be retitled sales alone. Will it just be managing relationships? As if so perhaps you need an Account Manager. Or will it be more integral than that, will that person be trusted and expected to help drive my business strategy forward from the front line? Will you listen to the insight this person can garner from my customers to change the way we operate? If it will then it’s been correctly positioned, and you will need a Recruiter that understands what that is.

Thankfully here at Zero Surplus we understand what you will need. We understand the role varies depending on business and industry, and rather than take a one size fits all approach, will take the time to understand what your definition and unique opening requires. That’s the reason we have had extensive historical success finding candidates that can really deliver what’s needed.

 

What are the challenges of recruiting in Business Development?

Firstly the challenge is establishing what a company wants, and figuring out if they actually want Business Development or if they want Inside Sales, Key Account Management, Field Sales or Technical Sales. Once we have established that it’s what a company wants, it’s then understanding what that definition is for them. And what evidence they will need from candidates to demonstrate the wider skillset required for the role. Often this can be case examples of business won through a much wider process, cradle to grave, and where that business has led the company and clients in terms of future growth and direction.

Provided you are open and willing to go through the detail of the role with us, there’s no reason we won’t be able to find you candidates that hit the right touch points.

 

Final Thoughts

Growing your offering and your business isn’t just about selling, it’s about hiring people who can help you shape what you do.

So recruiting the right Business Development Manager, Business Development Executive or Head of Business Development should be a priority for every business with aspirations to grow, as they will not just help you generate more revenue to pursue your future plans, but drive your business and products in many different ways. Hence finding the right business development recruiter and the right business development recruitment agency should be key for your success.

Zero Surplus is proud to serve the East of England. We recruit in business development for clients in Cambridge,  Essex,  Hertfordshire,  Northamptonshire,  Bedfordshire,  Suffolk,  Norfolk,  Milton Keynes and beyond, and we have a thorough understanding of the industries, companies and candidates in the region. We know what skills are in demand in each industry, and we are committed to helping our clients find the talent they need to succeed.

Would you like us to help you when recruiting business development staff? We have a team of experienced business development recruiters who can help you find the best talent for your business.