March, 2018

C-Suite Chats With Christian Valiulis, march 2019

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C-Suite Chats With Christian Valiulis, March 2018

Our very own CRO, Christian Valiulis, is a member of the Forbes Business Development Council. Once a month, these members come together for Q&A sessions about relevant, important topics in the business world. Here’s the advice Christian had to offer business development professionals about strategic partnerships.

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1. In your professional opinion, what’s the best ad channel to use in 2018?

Christian: Opt For A More Subtle Approach

The rise of technology proves that electronic channels are key to reaching target audiences. Consumers today often educate themselves before entering the sales process, so they don’t want to be “sold to” through hard-hitting ads. A more subtle approach, such as a personalized video email, demonstrates your commitment to buyers as individuals and encourages a positive relationship from the start.

Check out this Forbes article, How To Determine The Best Ad Channel To Use In 2018, to see what Christian and other Business Development Council members had to say.

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2. What’s one mistake that novice business development professionals make when setting up new strategic partnerships for the business that ultimately lead to a failed relationship?

Christian: Lacking Stakeholder Support

Strategic partnerships involve a lifecycle that requires ongoing cultivation, nurturing, and work to make sure that it is going to truly be beneficial and promote business the way it’s designed. Oftentimes, inexperienced business professionals don’t take the time to set clear expectations with not only potential partners, but with the executive sponsors whose cooperation is vital at each stage of a successful partnership.

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3. What’s one red flag fellow business development professionals should look for identifying potential roadblocks in growth?

Christian: Lack of Growth Process Knowledge

Business development professionals should know the process by which they acquire and nurture growth, as well as to whom they report. They must know they have support at a higher level that will ensure their efforts toward growth are not fruitless. Moving forward with a relationship without the proper resources to back up goals leads to a lack of control and creates a barrier to further growth.

Check out this Forbes article, 12 Red Flags To Look For To Avoid Business Growth Roadblocks, to see what Christian and other Business Development Council members had to say.

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4. What’s your best advice for entrepreneurs negotiating their first big partnership deal?

Christian: Enter With A Listening Mindset

Negotiating is a slow dance in which you increase your transparency as you near a resolution. The goal of a partnership negotiation is to creat a healthy deal that benefits all parties. At the start, you must know what each side needs to win, where each can give a little, and what each can throw away. Enter into a negotiation with a listening mindset - there is a reason you have two ears and one mouth.

Check out this Forbes article, Lining Up Your First Partnership Deal? 10 Tips For A Successful Negotiation, to see what Christian and other Business Development Council members had to say.

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5. A new generation of consumers, Generation Z, is coming of age and joining millennials as dominant consumers. What strategies do you recommend for selling to this new, increasingly tech-centric generation?

Christian: Ensure Your Tech Design Is Superior

Automation and self-service are trends rising to appease this generation of technology-driven, self-educating consumers, but the key to automation is to do it correctly. Companies must ensure their technology’s design is superior and meets buyer expectations, or buyers won’t consider it a quality purchasing option, thus diminishing goodwill toward your brand as well as your product or service.

Check out this Forbes article, 13 Strategies For Marketing To Generation Z, to see what Christian and other Business Development Council members had to say.

About Forbes Business Development Council:

Forbes Business Development Council is an invitation-only organization for senior-level sales and business development executives. Find out if you qualify at forbesbizdevcouncil.com/qualify.

About Christian Valiulis

Chief Revenue Officer Christian Valiulis at APS is a member of the Forbes Business Development Council. As a national human capital management and full-service payroll processing company, APSdelivers a unified cloud solution backed by guaranteed payroll tax compliance services. Christian oversees marketing and sales, channel partnerships, and strategic product and service alliances. Connect with him on LinkedIn to stay up-to-date with his most recent publications.