1. Business Acquisition An Introduction into Processes and Tools

2. BAT Overview - Business Acquisition Process
Lead Generation
Lead Conversion
Lead Closure
Lead
Management

3. BAT Roles in brief: Lead Generators:
Works on the prospect list, provides active workable leads to the Lead Converters
Lead Converters:
Helps a client make up his/her mind to give business to the TMI
Lead Closers:
Closes the terms of engagement, financials and also briefly refers to the execution plan.
Lead Managers:
Local resources who act as bridge between Project Managers and Client.
BA Backend Team:
Support function for training, tools, templates and MIS
BU Liaison Officer:
BU Head support personnel. Aids in closing the loops and making proposals

4. Stage-wise Objectives
LEAD MANAGEMENT
LEAD GENERATION
LEAD CONVERSION
LEAD CLOSURE
Get an entry into the prospects organization and showcase range of products from TMI Group
Be an SME for your product range and talk to the prospect as a consultant
Discuss terms & conditions, negotiate on prices and close the contract
Operations team takes over and begins the delivery process of the client requirement

5. Lead Generators - Scope of Work
Call - OTP or Direct Walkin
Alternatively, if an expression of interest comes from a prospect, intimation should go to the Central MIS Team so that progress at any stage can be tracked.
Send an introductory mail on TMI Group to the prospect
Get an appointment with someone in recruitments
This person should be privy to recruitment related information
This person should be a decision influencer in the final hiring decisions
This person should give you access to the decision maker
Introduce TMI, present - TMI Group Services
Get information on probable areas with volume where TMI can add value
Get another appointment slot for the Lead converters to meet up with this gentleman or his superior
Touch base and write out the minutes of meeting and circulate to the BD Group within hours of meeting the client
Discuss client details with Business Head and get a nomination on the lead converter
Confirm date of appointment to Lead Converter

6. Sub Stages in Lead Generation (LG)
Entry
The company in a BAT personnel’s personal worklist (PWL) is in the Entry stage when the attempt to reach the concerned person at the clients end is made. First call made or first mail sent.
Connect
When the concerned person at the clients’ end responds to and is aware that you are seeking his attention for business purposes, the company in the (PWL) moves to the connect stage.
Engage
When the BAT personnel meets the client the first time and is able to do a service need identification, the company in the (PWL) moves to the engage stage.
Explore
Once the service need is identified, the feasibility of the clients’ requirement has to be checked internally with the Business Unit Head. This stage decides whether or not the company is moving into the conversion stage.

7. Lead Converter - Scope of Work
Follows up on the Lead Generator’s mail and connects with the prospect
Send a mail with the probable agenda confirming the date and time of visit
Send a re-confirmatory mail expressing that we look forward to meet you
Present themselves at the client’s place along with the Lead Generator
Takes the client through a customized presentation
Collects data from client on the requisition for services
Presents a data based analysis of hiring trends and establishes the following:
TMI Lineage
TMI Credibility
TMI Expertise
TMI Value Add
Urgent eagerness to work with them
Arrange for a follow up closure meeting with the nominated “Lead Closer”
Ensures signing of contract, raising of invoice, collection of advance and fills the operations plan at later stages in the process

8. Sales Closure Personnel-Scope of Work
Follows up on the Lead Converter’s mail and connects with the prospect’s decision maker
Send a mail with the probable agenda confirming the date and time of visit
Send a re-confirmatory mail expressing that we look forward to meet you
Present themselves at the client’s place at the appointed hour
Takes the client through a customized presentation on planned project execution
Closes on the commercials and the scope of work
Closed the client Point of Contact
Introduces the Lead Manager who will be handling the transition to the Project Manager.
Sends the covering letter to the Contract Document
Hands over to the Lead Manager to take it through.
Acts as the second point of escalation for the project

9. Business Acquisition Process Flow
Prospect List (PL) Creation
PL Segregation among BU Heads
Handing Over of PL to BU Heads
Prioritization of PL by BU Heads
BU appoints LG’s to mine Prospect List
LG’s work on PL and files Status Report
Identified Leads Allotted to Appropriate BU’s
BU’s Appoint Lead Converters
LC work on Lead and files Status Report
RFP template filled where Proposal is required
BU Liaison Officer prepares Proposal as per TMI std template and gets it ratified by CFO
LC sends Proposal, Closes Deal or requests support from LC for closure
LC files updated Status Report, Hands over to BUH for PM appointment
Lead Coordinator(Local Branch Head) Manages Transition

10. Q&A
Thank You