Many organisations tell us that they have a defined business development process – but only for specifically selected opportunities. Teams muddle through on other opportunities as best they can.
To really switch on your organisation’s business development potential, you need to commit to a single, flexible, tailorable, scalable process – and for your leadership team to champion it.
Once you do this, individuals assigned to capture and proposal teams can immediately focus on the opportunity rather than determining or justifying what needs to be done.
A flexible process includes best practices based on the type of opportunity. Categorise two to four types of opportunities A tailorable process implies that phases, decision gate reviews, and colour team reviews are included based on the category of opportunity. Milestones might be mandatory, recommended, optional, or not applicable. A scalable process can be adapted to the size, delivery deadline and available resources.
Champions at the executive level set the expectation that the process will be adhered to and that items submitted for approval will have been produced through that process.