Business Development Process
While effective planning is the first step in revenue growth, ensuring robust processes are in place to support your plan is equally critical. Without well designed, adequately tested, and clearly communicated Business Development Processes to support your operational and tactical Business Development Plans, even your best efforts can fail.
Professional Business Development requires a number of processes each working in unison to achieve the desired end results … generally winning business and booking revenue. MBDi has invested over three decades designing, building and implementing processes that work to achieve revenue growth. Primary of these processes are:
A method to generate and analyze intelligence in support of pursuit decisions within your existing capture or proposal processes.
How to engage with existing and prospective clients in a consultative manner to gather information in support of your OI&Q process.
Process documents and internal/administrative functions performed by a Business Development Organization … the over-arching written procedures that direct how a company will pursue business, how clients are engaged, how intelligence is gathered, analyzed and stored and treated as a corporate asset.
These BD processes and procedures, when used in support of OI&Q and the Customer Engagement Model, allow better decisions to be made prior to the investment of time and financial resources. They also support the Pursuit and Proposal processes in the development of win strategy and win themes.
We often find processes that, unknown to the leadership, are ineffective, inefficient, unused, unmonitored, unmeasured, and in some cases, non-existent. With experience in your industry, we work with you to design the right processes for the right results tied to your strategic goals. By establishing robust processes, we help you achieve your revenue results faster and with more predictability.
After individual processes are clearly designed, they must be skillfully integrated and implemented across all functional areas within your organization to fully maximize revenue results. Our consultants are experienced in this undertaking and can lead the way.
