Home | Sales Assessment for GovCon Business Development Teams

More Than a Simple Sales Assessment, We Evaluate Your Entire Business Development Organization

From Revenue Generation to Educational Needs to Talent Acquisition

 

Over the past 35 years, we have seen all too often Business Development organizations making quick judgments on what they perceive the issue(s) is. This quick, hurried assessment (often just a quick sales assessment test performed on their personnel) often leads BD leaders down the wrong path, wasting time and resources along the way, and prevents them from achieving the revenue results they desire. While we wholeheartedly believe in the value of swift action, the time spent knowing for sure that the real issues are being addressed far outweighs spending energy and resources addressing “guessed upon” issues or issues that simply do not correlate with the desired final outcome – revenue results.

While we all like to think we can be objective or a quick sales assessment for identify the real issues for low win rates, the danger associated with shortcuts or evaluating your own BD organization’s capabilities is that with you being a part of the organization, you are limited by your own limitations. Face it, you don’t know what you don’t know.

Know Upfront Where to Focus Your Efforts and Resources

In addition to being 100% objective, our consultants are collectively far more qualified than you to accurately assess your BD organization:
  • MBDi has been conducting comprehensive BD assessments for over 30 years specifically in your industry
  • We have conducted assessments on hundreds of BD organizations and know what it takes to drive revenue
  • Our Business Development consultants are former CEOs, managing partners, and senior military officers with depth of BD knowledge and experience coupled with expertise in your industry
  • Our assessors know exactly what to assess, who to assess, how to assess and what to compare the results with to accurately identify your gaps or misalignments and present the best course of corrective action

Business Development Assessments

Revenue Generation
  • Captures your BD organization’s current state of revenue generation capability
  • Takes a holistic view of both your strategic and tactical practices
  • Provides a baseline for comparison against higher achieving BD organizations in your industry
  • Identifies gaps and misalignments in your core capabilities
  • Includes the BD Educational Needs Assessment
Educational Needs
  • Captures your BD personnel’s current state of revenue generation capability including your BD leaders
  • Reviews the operational and tactical practices of your BD organization
  • Provides a baseline for comparison against higher achieving BD personnel in your industry
  • Identifies the gaps and educational needs to improve the overall thinking, discipline, processes, and methodologies to achieve maximum revenue results
Button-Talent-Acquisition
  • Identifies gaps and/or misalignments with the primary components we know are necessary to attract, hire, and retain top BD performers
  • Fills any gaps and corrects any misalignments so that your process fully reflects our proven process
  • Once the re-engineering of your acquisition process is complete, MBDi trains your recruiting team to effectively use your new process to hire top BD performers that drive revenue results
  • As your team implements the re-engineered process, we make ourselves available on a coaching basis to provide as needed guidance to get the job done

Would You Like to Speak with a Few of Your Industry Peers?

What Our Clients Are Saying

  • I am writing to let you know how much I appreciated the assessment you did for me this year. You and the rest of the team did an exceptional job with the entire process. Your approach, methodology, and interview skills provided me with the insight I needed to evaluate the team and make critical business decisions to improve in many areas. Additionally, your observations were correct and have assisted greatly in addressing some of the challenges brought about by merging the two companies’ cultures into a growth oriented/ revenue generating team. Your people business insights and recommendations were especially astute.

    Executive Vice President | American Systems
Contact Us

Thank you for your interest in MBDi. Please fill out the contact form below and one of our team members will be in touch with you shortly.

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In this White Paper you will learn:
  • The different psychological profiles of BD Majors verses BD Minors
  • Criteria to evaluate personnel for a BD role
  • Why behavioral psychology is a critical knowledge competency for success in Business Development
  • The four distinctive BD roles and how to understand, assess and coach those individuals critical to revenue growth
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • The eight-element approach to turning around revenue growth
  • Critical components for a high performing BD organization
  • Is it possible to change the culture of a BD organization?
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • What a new BD culture incorporates
  • Why BD culture change produces a greater return on investment than strategy
  • How external catalysts are critical to changing BD culture
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Why trust is important in developing business
  • Why a client engagement process mapped to a qualification/disqualification phase is necessary
  • The three early shaping environments impacting your revenue results
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • What the true ROI is for training and development investments
  • How installing a purpose-driven client engagement process impacts pipeline quality
  • Why to fund education, coaching and professional development for effective customer engagement thinking and skills
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • The missing link in most Business Development processes
  • What is HUMINT® and why it's a critical component in intelligence gathering
  • How credibility in BD is determined by the level and type of questions asked
Your Information will never be shared with any third party.
Issue Paper:
  • Hiring retired senior military personnel for Business Development positions is a common practice in the Government Contracting industry. No matter how rational the custom of having retired military personnel call on their former subordinates now running government agencies or departments may seem, this scenario actually produces three troubling contradictions, one each from the individual, the corporation and the marketplace.
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Key Indicators of Revenue Growth Stagnation or Contraction
  • Stovepipe to Strategic: Restructuring the Business Development Model
  • Steps for Implementation
  • Assess the Present State of a Business Development Organization
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Indications of Business Development model problems
  • Business Development Strategy, Planning and Capabilities
  • Opportunity Identification & Qualification vs. The Crystal Ball.
  • Business Development Professionals vs. Door-Openers and Butterfly Catchers
Your Information will never be shared with any third party.
Issue Paper:
  • Few positions have the success of an organization weighing upon them like those in Business Development.
  • Once the hiring decision is made, a substantial and long-term investment of time and finance is required to launch the individual to the point where they are building relationships, qualifying and shaping opportunities and building a pipeline.
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Do You Need a Special Ops Team of Super Hunters for Your Organization?
  • Should You Stand Up a BD Strike Team?
  • Characteristics of a BD Strike Team Leader
  • Stand Up and Deliver: The Strategic Advantage
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • A proven Intel Gathering Strategy to fortify decision-making and drive revenue results
  • The difference between companies that make good “Pursuit/No Pursuit” decisions and those that don't.
  • The five stages of the Intelligence Cycle
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Lifting a page from the small company Business Development playbook can be a game-changing strategy in this transformed environment.
  • Game-Changing Structure Strategy
  • The Case for Professional Development
Your Information will never be shared with any third party.
Issue Paper:
  • Want to get inside your customer’s head and discover the real issues? Then go to the source and just ask!
  • Are you gathering Data or Source HUMINT ®
Your Information will never be shared with any third party.
Issue Paper:
  • Determining Barriers & Overcoming Obstacles to Growing Revenue in a Recessionary Economy
  • Moving the Needle in Tough Times
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Guidelines for leveraging products and services to international military/defense markets in Government Contracting.
  • Top Ten List for International Business Development Success in Government Contracting
Your Information will never be shared with any third party.