Business Developers vs. Subject Matter Experts

Business Developers. What really are them?

Subject Matter Experts. What really are them?

Who should be the one who… ?

builds an strong relationship with the clients?

provides the company an integrated expert knowledge about a topic?

Who should be the one who… ?

Who should be the one who… ?

registers all the client’s information in the CRM?

classifies, integrates and makes available all the content in his/her matter?

Who should be the one who… ?

Who should be the one who… ?

is responsible for identifying new opportunities in the clients?

is responsible to find new business applications of the knowledge?

Who should be the one who… ?

Who should be the one who… ?

sells?

Business developers should identify new opportunities in their clients for offering them the solutions of the company portfolio.

Subject matter experts should be sure that their solutions are being offered to all the clients and try to expand the use of the matter as much as it were possible

Who should be the one who… ?

innovates with new products?

Each time a business developer detects a client need (or potential need) that is not perfectly cover with corporate portfolio he/she have to lead the deployment of the new solution.

Subject matter experts should watch out continuously the state of art of each discipline and develop their portfolio part with all the advances

The challenges

These are the main challenges…

New clients

New matters without a current SME

Conciliate the billability with the corporate functions

Achieve the personal goals according to the established KPI

Drive the work and talent of all the people to build a better company

… that we have to face together

Business Developers vs. Subject Matter Experts&