Why are commercial and knowledge usually fighting? Both should be aligned, What do you think?

1. Business Developers vs. Subject Matter Experts

2. Business Developers. What really are them?

3. Subject Matter Experts. What really are them?

4. Who should be the one who… ?
builds an strong relationship with the clients?

5. provides the company an integrated expert knowledge about a topic?
Who should be the one who… ?

6. Who should be the one who… ?
registers all the client’s information in the CRM?

7. classifies, integrates and makes available all the content in his/her
matter?
Who should be the one who… ?

8. Who should be the one who… ?
is responsible for identifying new opportunities in the clients?

9. is responsible to find new business applications of the knowledge?
Who should be the one who… ?

10. 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

11. 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

12. The challenges

13. 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

14. Business Developers vs. Subject Matter Experts&