Biz Dev Strategy - Banking Focus - ISV perspective

1. Biz Dev Strategy
BY: JAMAL DWEIK
+962 79 636 6650 | SKYPE: JADWEIK | JADWEIK@HOTMAIL.COM

2. What I Can Bring
◦ General:
◦ Having 10+ years of exposure to the American culture and enterprise.
◦ Savviness in multiple sectors; banking, governmental, insurance, investment and project development.
◦ 9+ years of direct contact and facing of prospects and clients in Biz Dev posts empowered me to build unparalleled soft skills and presentation
capabilities.
◦ Excellent understanding of investment and project development across multiple sectors; Infrastructure & Utilities, Manufacturing, Healthcare &
Education and special focus on real estate.
◦ Banking Focus:
◦ Covering both sides of the banking experience spectrum – technical and business – aided me to drilldown to details during presentations, PoCs and pre-
sales sessions.
◦ Knowing banking lingo, markets, trends and challenges enabled me to position myself in a consultative way.
◦ Having built a well-nurtured banking contacts, network and referrals.
◦ Knowing the competition and mastering positioning.
◦ Interpersonal
◦ Reader and learner that value knowledge transfer and sharing.
◦ Have had gained a reputation of being trustworthy and caring at all levels of contacts; team, management, prospects and clients.
◦ Known for being a motivator and catalyst for teams’ interplay.
◦ An achiever and challenge-taker

3. Three Pillared BD Strategy
Detect & Analyze
- Challenges
- Obstacles
Overall Guidance & Policy
- Directions
- How to get to preset goals & objectives
Actions & Performance Metrics
- Commitments
- Policies

4. Three Pillared BD Strategy
Detect & Analysis
◦ Market assessments – Continuous
◦ Competitors
◦ Potential prospects/leads
◦ Current technology and solutions used
◦ Culture
◦ IT companies and partners
◦ Direction of the financial sector market: Conventional, Participation, Full-fledge Islamic , Window
Operations...etc. – Positioning
◦ Growth of the country and economic indicators
◦ Strengths & Weaknesses – Iteration
◦ Define & invest in strengths and core competencies
◦ Remedy and cure weaknesses
Detect & Analyze

5. Three Pillared BD Strategy
Overall Guidance & Policy; how and where we want to get.
◦ What vehicles we are taking to enter into the market; forums, conferences, events,
periodic visits …etc.
◦ How we are going to build relations with influencers; consultants, regulatory and
financial sector prospects/leads
◦ How we are going to maintain presence and relations; partners, influencers,
customers…etc.
◦ How we are going to increase our market-share
Overall Guidance

6. Three Pillared BD Strategy
Actions & Performance Metrics
◦ Potential goals aligned with company overall objectives
◦ High-level instructions
◦ What if’s
◦ How we are going to response to the market needs; qualification, sales-cycle, RFP,
proposal, pricing …etc.
◦ Key indicators for moving forward, stopping, re-routing …etc.
◦ Rewards & Elevated Performance
Actions & Performance