Having a Spotter in Business Development

I recently watched Mark Wahlberg’s movie Shooter “again”. I really love this movie! In the movie Shooter, actor Mark Wahlberg’s character is a sniper and he lost his spotter. He died in a maneuver that went wrong. This spotter was the sniper’s good friend and military comrade. So, he recruited actor Mike Pena as his new spotter.

The movie reminds me of business development. You know, in business development, you really should not go it alone. There should be a business development team. The team would be responsible for finding new business opportunities, pitching the company’s products and services to ideal prospects, attending pre-bid meetings, attending trade conferences, drafting bid proposals, and attending competitive interviews for short-listed vendors that have responded to solicitations for bids.

For any one deal you are going after, it would be neat to have a spotter. In business development, it would be neat to have a spotter to tell you what is out there with respect to business competitive intelligence.

The spotter was the sniper’s look out man and he would advise the sniper by calling out sayings such as:

You’ve gotta get out of there!
Incoming… 2 o’clock!
They’re right in front of you!
They’re all over the place!

Not to make light of military maneuvers, but it would be really cool to have folks looking out for you in a similar way in business development settings like government agency pre-bid meetings or competitive pitch interviews. Your spotters could tell you what the prospects’ staff and what your competition is up to. This is known as competitive intelligence. If you are in there alone, you may miss out on what others hear and see with respect to business and development and business competitive intelligence.

In the Mark Wahlberg movie Shooter, my favorite line in the movie is when an elderly, retired sniper says:

“The world ain’t what it seems. The minute you think you got it figured, you’re wrong!”.

This is precisely why it is extremely important to have a business development team. The more intelligence you can gather about who your competition is, what your competition is saying and doing, what your competition is likely to do, the better you’ll be able to figure things out. Even if you cannot afford to hire someone full time, consider paying a consultant to show up and give you feedback on what she is hearing and seeing.

By Clovia Hamilton, MBA JD – President

Lemongrass Consulting Inc.

Commercial Agents – Inspection Processes When Listing a Commercial Property Today

When it comes to listing a commercial property for sale or lease, you really do need to thoroughly inspect the property so the improvements and features can be correctly documented in preparation for marketing to the buyers or tenants.

There are many ways to look at a property that is to be taken to the market for sale or lease, but as the agent you are to find out all the details that impact the legal title, promotion, and improvements in the asset. Some of main things to question and explore are:

  1. The legal title for the property and the ownership structure should always be checked. Never rely solely on the representations of the client or their representatives.
  2. Identify and inspect any other properties in the local area that are of similar type and on the market at the moment. These properties can have significant impact on your marketing campaign.
  3. The leases for the tenants in the property should be sighted and read. Check all the terms and conditions in the leases to ensure that the tenants are using the property in accordance with the leases.
  4. Ask about vacancy factors and leases that are soon to expire. As part of that you can look at the leases in the tenancy mix.
  5. Any notices or orders that exist and that can have impact on the sale or lease of the premises. Ask about anything of this type that will apply to the property directly or indirectly.
  6. The boundaries of the property and any encroachments should be checked. This may involve getting copies of plans and surveys. As part of this look for any rights of way or easements that have impact on property usage.
  7. The history of the property and the tenancy mix will be of interest to buyers and tenants. Ask about the way that the property has been used over the last few years.
  8. Existing tenant profiles and leases that relate to all tenants in occupancy should be checked. This will involve looking at all lease documents and associated agreements. Do not rely on the tenancy schedule for this process as they are usually wrong or out of date.
  9. Risk related matters should be questioned to ensure that the property poses no threats to occupants, neighbours, or customers.
  10. Energy costs are of increasing concern to many tenants and buyers of property today. You will need to know just what the energy systems and consumptions are in the property and that they are in balance or better than other properties of similar type in the local area.
  11. Heritage factors can be significant in the future of the property. The heritage listed property brings with it matters of compliance, rules and regulations, and greater costs of maintenance. Some tenants and property buyers will avoid heritage listed properties, so make sure you ask the right questions.
  12. Environmental factors will always be of concern to tenants or buyers of property. Ask about anything that can have an environmental impact directly or indirectly on the property function. When it comes to industrial property, the topic of the environment is very common in lease negotiation and property usage.
  13. Outgoings within the property will have direct impact on the bottom line and most particularly the net income. Get copies of the income and expenditure budget for the property in the current financial year together with the actuals to year to date. Question anything that looks like a manipulated financial result.

When it comes to inspecting a property today, your diligence in the process will allow the property to be well listed in preparation for a productive marketing campaign. Gathering the correct detail and asking the right questions at the early stages of listing will assist you greatly in converting the listing to a successful transaction.

Ready to Make Some Money? Don’t Pass on This Stock Market Tip – The Money is There For the Taking!

The stock market has “crashed” as of late and this has sent many investors scrambling for the exits. So many people have seen the slumping economy and thought to themselves that the world was coming to an end. This fear has caused the market to fall far lower than it ever should have and know is the opportunity to cash in on other peoples irrational behavior.

Now don’t get me wrong – the stock market should have gone down. The financial system has some major problems and the economy as a whole has faced some struggles. But the market has gone done close to 50% – a far larger drop than the economic factors should have caused.

Fear and emotional responses of investors play a massive role in stock prices. The term “herding” refers to a group of people simply following the masses and acting in the way others are. This is exactly what has happened in the stock market.

People have read horror story after horror story about the markets and seen other selling and have simple followed the crowd. This selling pressure has resulted in a far larger drop than what should have ever happened.

Here’s the good news though – you can know jump in the stock market and take advantage of this mispricing. In recent times, the markets have been experiencing slow upward growth and although there is pessimism that remains, the fear and mass selling is no longer playing the same role. This points to the bottom of the downswing.

Now’s the perfect time to catch the markets and profit from their upswing. Gradually, positive economic news is being released and the markets need to rebound and correct the mispricing that this fear has caused. If you get in now, you will catch it at the perfect time. And it’s very likely that the opposite will occur – investors will be overly excited about the rebound which will cause an even greater upswing.

Bottom line, don’t be cautious to invest in stocks! This is truly a “once in a lifetime” opportunity that will make you a tidy profit if you take action.

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