A critical component
of business development success is people. Having trained thousands of
BD professionals over the past 3 decades, we provide
unique insight into the skills
and level of thinking needed for success. We've studied in detail what
makes the Top 3% of BD professionals so successful. With
this knowledge, we have developed a
baseline to evaluate your team and determine
if they are the right people to execute your
plan and implement your processes to achieve
your revenue goals. We
are skilled in evaluating and
analyzing individuals to determine if they
have what it takes to be in this top tier.
Your team members
are interviewed to determine if
they:
Have the
necessary skills for success
Think
like business people or stuck
thinking like sales people
Are
proactive in developing new clients and
leveraging all opportunities for add-on
business from existing clients, or
reactive, waiting for the phone to ring
and just picking up orders
Have the
necessary technical, business, financial
and people knowledge to set them above
the competition in the marketplace
Understand why people buy
Are eager
or reluctant to make calls
Are
trainable in business development thinking and behaviors
or trapped in traditional/transactional
sales.
We'll also evaluate how well your team is
organized:
Does your
current organizational structure provide
the control needed to monitor and
motivate a geographically diverse staff?
Is your
organization responsive?
Are
reporting requirements clear?
With your
unique services and client base, is it
better to organize the team by territory
or service line?
Is your
incentive plan competitive?
Does your
incentive plan reward successful
behavior and motivate the team
appropriately?
MBDi
works with
you to identify gaps and/or misalignments
that prevent or delay reaching corporate goals. With
clear, actionable recommendations, we'll
offer guidance on how to overcome these
roadblocks along with experiential knowledge and
insights to help you prevent them from
happening again. Our purpose is getting you to
reach your goal.
