BuildingBlocks International (BBI) plans to carry out its mission to help children in developing countries succeed in school by bringing management expertise of local organizations. Two years after the founding of BBI, however, the team have not figured out how to make it work. In their model, the company will support the BBI in two ways: by donating money and credit BBI highly skilled workers from four months to a year. This employee will be living in a developing country and work with local organizations in order to enhance its effectiveness. So far, they have not been able to convince any company to sign, although only a few of them said: "Absolutely not." Presents options sales strategy. There are three possible entry points to the organization: senior management, philanthropy, and human resources. In addition, there are two significant proposals are: social benefits and leadership training to employees. Where BBI concentrate sale, and what should be the main idea? Allows to quantify the social benefits made BBI and a discussion of when and whether it will be useful in the process of selling. Rich description of the BBI in sales in one place allows you to draw conclusions about what is really going on, why not, and what can be changed in the sales strategy. "Hide
by David B. Godes Source: Harvard Business School 23 pages. Publication Date: April 1, 2004. Prod. #: 504085-PDF-ENG
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