1. Developing New Business: What Works and Best Practices 7 September 2007 – Montreal, Quebec

2. Definitions What is Marketing? What is Sales? What is the difference between the two?

3. The Business Development Process © 1. Defined Target Market 2. Marketing Tools 3. “Sales” Face-to-Face Client Development 4. Service 5. Earn Cross-Service © 1991-2007 Business Development Inc. All Rights Reserved.

4. The Buying Cycle – Marketing and Sales © Marketing Sales UnawareAwareUnderstand BelieveAct Degree of involvementDegree of efficiency Marketing activities leverage Sales efforts by moving Buyers toward belief and action prior to sales transactions

5. EXAMPLE: Client-Referral Source Appreciation

6. EXAMPLE: Issue/Topic/Industry Oriented Newsletter

7. EXAMPLE: Client/Customer Oriented Website

8. What Works? FIRM Competence Size Technology Branding Marketing Productification New Methods, Ideas, Approaches

9. Today’s “tool box” Delphi Due Diligence Delphi Governance

10. Delphi Due Diligence System Delphi has developed a unique data base system for Due Diligence

11. Description of the functions Data base system Information classified in reporting categories based on level of importance which is linked to specific products, trade marks, properties, etc. Search function Reports continuously updated “Real time access” to status for Project Manager “Immediate” Executive Summary

12. Delphi Governance Delphi Governance is a web based service that brings easy access and organisation of important documents

13. EXAMPLE OF A “PRODUCT” Tourism & Real Estate in Argentina 1.General Information 2.Political Organization 3.Settlement Default Debt / Recovery 4.General rules applicable to foreign investors 5.Tourism Industry 6.Real Estate 7.Impact of Tourism on Real Estate Projects 8.Tourism Legal Advise 9.Legal Structures 10.Fideicomiso & Real State financing projects 11.Foreign Exchange Issues

14. General Rules Applicable to Foreign Investors The Argentine legal system grants foreign investors the same legal treatment as local investors. Foreign investors receive the same tax treatment, and also have access to incentive programs and to almost all economic sectors. Investors can be individuals or legal entities. Foreign investors may use any of the legal structures allowed in Argentina –S.A. -S.R.L. - Branch - Joint Venture

15. What Works? INDIVIDUAL Visibility Face-to-Face Meetings Follow-Up Meetings Teaching and Mentoring Others