Determine your organisation’s current BD capability, set an improvement target and monitor your progress towards it.
Business Development (BD) capability is much more than sales training or sales process. It is a broader topic that includes Capture or Pursuit Management, Sales Management and Bid Management.
Improving BD capability therefore needs senior leadership and management focus and continuous improvement. Get executive buy-in and have champions for your BD process by co-developing an agreed ‘case-for-change’ to invest to secure the benefits of better BD process.
Start by discussing and defining a single, flexible, adaptable, and scalable business development process.
To avoid wasting time and money by ‘re-inventing the wheel’, you can base your BD Process on industry best practices such as the BD-Institute Business Development – Capability Maturity Model (BD-CMM) or the Shipley BD-Lifecycle.