How often do you wonder if things within
your BD operation could be improved? Many of
our clients have been in the same situation,
seeing the symptoms of issues and not
getting the results they expect. We all
understand that if you knew what the real
issues were and given the time, you would
fix them. Getting beyond the symptom to the
root cause of issue, takes time
and an objective third party review. After
all, that's the reason we still visit a
doctor regardless of all the information
we've found on the internet. Self diagnosis
is extremely difficult and highly
subjective.
MBDi
has developed two proprietary assessments
to review the effectiveness of revenue
generation/business development at the
organization level and at the individual
level. Both provide objective insights into
how successful the organization or individual
currently is within BD and recommendations
on how to improve.
Revenue Generation
Effectiveness Assessment
The purpose of this assessment is to gain a
clear understanding of the revenue
generating effectiveness, business
development knowledge and capability within
an Organization. The assessment focuses
primarily on business development plans,
processes, organizational structure and
leadership. The assessment is utilized to
identify gaps within the Revenue Generation
and Business Develop Capability within an
organization, to quantify the impact and
provide recommendation to address critic
voids.The
assessment comprises a Business Development
Organization, Position and Individual
components.
The
business
development organizational assessment
focuses on the effectiveness of the business
development organization as a whole and
determines if and where voids exist at
the organization level (strategic).
This
includes a review of:
Available strategic, operational and
tactical plans,
Business Development and Opportunity
Identification and Qualification
Processes
Customer Engagement Models and
Consistency of utilization.
The ability and commitment of BD
Leadership and personnel to achieve the
revenue goal
How BD interfaces into the Capture and
Proposal process
How a CRM is utilized
The
business development position assessment
provides an objective benchmark in relation
to an individual’s role or function and
their knowledge, skills, attitudes,
discipline and abilities needed to achieve
optimum performance and revenue results.
The business development individual assessment
explores how well each business development
individual is performing in relation to the
position assessment above, and determines if
organizational structure or personnel issues
are inhibiting the achievement of revenue
goals.
