…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.