©2018 by Christina Jeffrey

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ICT4D, Tech for Impact, Tech for Academic and Clinical Research - Developing Business for your Project, Product or Service.

Nonprofit, academic, and social impact groups tend towards grant management as a core business development strategy. Software as a Service (SaaS) groups that target international development and NGO markets may have an inbound sales and marketing strategy. Outbound Business to Business strategy is often overlooked but can be highly successful when mapped out and executed thoughtfully. 

Overview of business development areas:

Grants and contract solicitations:

  • Search for and create a grant and contract database

  • Apply for relevant grants and contracts 

Development Networking:

  • Grow network of prime and sub contractor collaborators for grants and contracts

Inbound Business Generation:

  • Create and share content about your project, product or service

  • Publish materials and services for purchase

  • Hold knowledge-sharing events 

Outbound Business Generation:

  • Business to business outbound strategy 

  • Research to practice end-of-funding transition strategy

  • Funding portfolio diversification

Why consider an outbound B2B plan for impact-driven project, product or services?

They can require rigorous reporting and ongoing need for funding through traditional multilateral, foundation or other grant-based funding sources. Whether your company is developing an open source technology to be used primarily for impact-driven initiatives, or your team is providing implementation services to supplement a product for research or practice, a business development strategy which expands upon grant and development management activities is critical to long-term adoption. 

Business to Business (B2B) strategies can be highly successful in the development sector.  How you market your code, explain your tools and tailor services can significantly affect your lead management strategies.

A traditional marketing and sales approach may supplement your group's reach, however the creation of highly specific, outbound business development plan is often overlooked.

Here are some common scenarios that lend themselves well to prioritizing outbound BD:

  • Researchers in the middle to end stages of study considering the transition of a developed electronic survey instrument or studied technologies for practice.

  • Small niche-market technology companies that would like control over new market expansion growth and pace.

  • Services companies that want to expand beyond grant-based revenue models.

  • ICT4D companies offering both services and software. 

  • ICT4D companies that are considering partner/referral programs to supplement SaaS products rather than internal services.

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