Doc. No.

SOP/APS/BDP/05
Procedure for Business Development Rev. No. 0
Date: 27.07.2021

Internal Use

1.0 Application & Scope

The purpose of this procedure is to define the roles, responsibilities, and authorities related to
Business Development and Marketing at Company APS Consultancy Pvt. Ltd.

2.0 Purpose

2.1 The purpose of this procedure is to ensure that performed Business Development and
Market Process is clearly identified and supports the work needs in the APS Consultancy Pvt.
Ltd. Quality Management System.
2.2 Applicable for all business development-related activities and concerned statutory &
regulatory requirements.
2.3 Identifying a proper methodology to be adopted by the Business Development & Marketing
department to deal with potential clients, starting from marketing.

3.0 Terms & Definitions

Business Development: Business development entails tasks and processes to develop and

implement growth opportunities within and between organizations.

Marketing: Marketing is the activity and processes for creating, communicating, delivering, and
exchanging offerings that have value for customers, clients, partners, and society at large.

Client: any entity which the company provides with products or services, including showroom
customers, retailers, and companies handling projects.

4.0 Responsibility and Authority:

4.1 Business Development - In-charge

4.1.1 Oversees responsibility of the supersonic marketing for inspection services and technical
consultancy Program
4.1.2 Provides Support for the following Programs/Activities and /or BDP Executive Officer

 Website Coordination
 Marketing of Inspection Services and Technical Services Campaigns
 Marketing of Service Strategies

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 Doc. No. SOP/APS/BDP/05
Procedure for Business Development Rev. No. 0
Date: 27.07.2021

4.2 Business Development - Executive Officer

4.2.1 Support program executive’s activities with project wise or use of advertising materials for
event promotion. Responsibilities & Advertising materials include the following:
1. Follow up with the customer on various stages
2. Able to manage
3. Responsible for checking the leads from all marketing portals
4. The executive should be available within office hours & available on mobile 24X6
5. Responding to the leads, follow up with the Lead, Customer
6. Maintain dress code
7. Ability to handle two to three marketing executives
8. Good Communication Skills is mandatory

5.0 Details of Procedure

5.1 Business Development

To develop a new business/project, there has to be an idea about an inspection service and
technical consultancy service for which there is a market. The first thing is to assess whether
the basics of the idea will hold. Briefly sketch the service, outline the potential market, define
the business concept and estimate the initial funding.

5.2 Prepare a Business Project Brief.

5.2.1 A Business plan for 4-5 years is developed by business development. It is derived based on
the initial market research conducted by the organization and the organization’s vision and
strategy.
5.2.1 The annual plan is derived from the annual sales plan, project data, and customer data. It
essentially describes the type of projects and products; the organization will look out for
possible development. The same is aligned with the expansion plan for a year. Based on the
annual plan a project brief will be prepared.

5.3 Conduct Proactive Internal and Market Research for Different Services
5.3.1 The internal research team will conduct market research in the target market to identify
high potential areas for future development. Research on competitor’s strategy, customer
demographics, psychographics, adequacy of public services, facilities available, accessibility of
transportation, retail stores in the area, etc. will be carried out.

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 Doc. No. SOP/APS/BDP/05
Procedure for Business Development Rev. No. 0
Date: 27.07.2021

5.3.2 The business customer database will be checked for the potential database. A pan will be
developed and regular updates from dealers will be received. The dealers include the ones
registered with the company dealing in a targeted locality or the set of dealers having name &
experience in dealing in target locality. Information received from dealers will be captured in a
dealer form.
5.3.3 The Business Development team will collect proposals from different sources like
advertisements in newspapers and trade journals, government body notifications/ local
authorities will be approached. This approach is an informal approach whereby Local
authorities of destined locality like office, registration office, city survey office, etc will be
approached. The required information will be gathered on a one-to-one basis through
interaction.

5.4 Competitive Analysis

5.4.1 The business development executive officer will conduct the competition research. The
process will learn about the competition in order to understand where the organization stands
in the market. This will also help to determine the desired market positioning. The following
steps will be done in order to assess the competition:

1. Determine the inspection agency’s top competitors (4-6 competitors).

2. Set up criteria or mechanism of comparison; choose different variables to use in order
to compare, such as strengths/ weaknesses, price, product quality, exposure, brand
reputation, etc.
3. Find out what project’s competitors are targeting within the market segment; assess if
the organization can develop an offering that can take clients away from them.
4. Use the organization’s advantage: visit the competitors inspection agency (if they have
any) anonymously, like any regular customer, and collect valuable input to use in your
research.

5.5 Capture of Services Requirements

5.5.1 During the service procedure/technical consultancy procedures, customer requirements

are captured and recorded.
5.5.2 The business development executive officer will also ensure that suitable access to all
applicable statutory and regulatory requirements which may apply to the work.
5.5.3 The business development executive officer will also document any requirements not
specified by the customer, but for which APS Consultancy knows will apply to the work.

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 Doc. No. SOP/APS/BDP/05
Procedure for Business Development Rev. No. 0
Date: 27.07.2021

5.6 Review of Services Requirements

5.6.1 The business development executive officer will oversee the review of incoming
requirements, to ensure the capability to meet those requirements. This must occur before any
commitment made to the customer.
5.6.2 The review of requirements may require a formal risk assessment, at the discretion of
management. If so, the risk assessment shall define the expected risks associated with the
work, as well as a mitigation plan for each identified risk. If useful, risks may be ranked by
likelihood of occurrence and severity of the impact of the risk, if it does occur. Management
may elect to accept certain risks as a function of doing business, but if so, this must also be
indicated. When a risk assessment is conducted, this will be filed with the appropriate
requirements information where?
5.6.3 If a formal quotation is to be prepared for the customer, this shall be developed by the
business development executive officer with input from all proper departments and staff, and
released to the customer after reviewed and approved by business development in-charge.
5.6.4 When a contract or service agreement is subsequently received, it shall be reviewed by
the business development executive officer to ensure there are no differences between it and
any previously submitted quotations. If there are differences, the executive officer shall resolve
these with the customer before the contract is accepted.
5.6.5 Acceptance of a service contract or service agreement is to be done by the business
development executive officer and recorded in the service order.

5.7 Changes of Service Requirements

5.7.1 Where the customer requests changes to active work, the changes must also be captured,
reviewed, and approved prior to committing to the change.
5.7.2 The change will consider the impact on work already delivered, work underway, and
planned work. Problems or concerns over implementing the change will be communicated by
[who?] with the customer. Such changes may require the renegotiation of contracts.
5.7.3 If changes are agreed upon, the business development executive officer will work with the
affected departments to implement the change. The disposition of existing work shall be
determined by management, along with input from the customer.
5.7.4 Where changes are required by customer, these will be negotiated with the customer
before implementation, and a record of the customer’s acceptance maintained.

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 Doc. No. SOP/APS/BDP/05
Procedure for Business Development Rev. No. 0
Date: 27.07.2021

5.8 Marketing of Inspection Services and Technical Consultancy

5.8.1 Essentially marketing of inspection services and technical consultancy is about anticipating
and meeting the needs of the client in a manner consistent with the organization’s objectives,
such as being profitable. Perhaps the best way to explain the breadth and scope of marketing is
to look at the concept of the 7Ps - Seven integral components of marketing.

People The profile of potential clients and customers

Planning Research, analysis, objectives, and strategies

Positioning The position a product or service should have in the market relative to
competing products
Product The service or product you are selling

Price The value of the product or service as determined by demand and

perceptions of quality and value
Place Where the product or service is delivered or distributed

Promotion Techniques used to sell or position the product or service

6.9 Marketing Plan

Sr. Input Activity Output

No.

1 Business Plan Interaction with / visit to the market Market / Customer

and customer Information / data
2 Customer data Collection of Enquiry Enquiry

3 Customer Enquiry Logging of New Enquiry Enquiry Register (ER)

4 Customer Enquiry Preliminary Assessment of Enquires Preliminary

Assessment Report,
Risk Assessment Form

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 Doc. No. SOP/APS/BDP/05
Procedure for Business Development Rev. No. 0
Date: 27.07.2021

Sr. Input Activity Output

No.

5 Enquiry Register, Sending enquiry to Service & receiving TFR

Preliminary Technical Feasibility Report (TFR)
Assessment Report
6 TFR Preparation of Requirement Service Cost Estimate,
Review Checklist (RSRC) and sending of Quotation, updated
the quotation, if the enquiry is feasible enquiry Register
& updating of ER RRC
7 Feasibility Report Sending of regret letter, if the enquiry is Regret letter
not feasible
8 Customer Service Receipt & Review of Service Order Contract Review
Order Checklist (CRC)
9 CRC Release on Development Clearance DCM
Memo (DCM) to Design along with
RSRC for development.

Note:
ER = Enquiry Register
TFR = Technical Feasibility Report
CRC = Contract Review Checklist
DCM = Development Clearance Memo
RSRC = Requirement Service Review Checklist

Reference: For Record Purpose

 Business Plan
 Work Contract Agreement: BDP/APS/FR/02
 Marketing Monthly Report: BDP/APS/FR/03
 List of Customer: BDP/APS/FR/04
 APS Code of Conduct: BDP/APS/FR/01
 Work Contract Agreement: BDP/APS/FR/02

Responsibility: Business Development In-Charge / Business Development Executive Officer

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