Revenue Generation

Revenue Generation Assessment

Identify the Gaps and Misalignments in Your BD Organization’s Core Competencies to Address the Real Issues Hindering Your Revenue Results

MBDi has been conducting comprehensive BD assessments for over 30 years specifically in your industry and know what it takes to drive revenue. Our Revenue Generation Assessment consists of a comprehensive, broad based review of the eight (8) key components that are found in all successful BD organizations (see graphic below). This assessment captures the present state of revenue growth capability within your entire BD organization creating a baseline from which to compare against top performing BD organizations in your industry.

MBDi-RGAvsENA-Graphic-OptionA-v2

A sampling of what is evaluated:

Our assessment includes a thorough review of:

  • Business Development capability
  • Short-term and long-term strategies
  • Product and/or service offerings
  • Position in markets
  • Corporate BD culture
  • Matrix or direct BD structure
  • Capacity to execute on strategic objectives
  • Review of your operational and tactical BD plans
  • Evaluation of your direct and indirect BD personnel capabilities and limitations
  • Evaluation of your BD leadership capabilities
  • Analysis of your organizational Business Development process
  • Analysis of your BD personnel leadership including their behavioral psychology competencies
  • Evaluation of your BD organization’s structure, documentation and execution of the Client Engagement Process

Identify The Real Issues Hindering Your Results

The Revenue Generation Assessment reviews both your corporate/strategic and the operational/tactical sides of your BD organization for a comprehensive, holistic view. For maximum revenue results, we highly recommend the Revenue Generation Assessment to identify all gaps and misalignments within your entire BD organization so corrective action can be taken from top to bottom. This is the path taken by our clients who have experienced the highest degree of revenue results.

The Revenue Generation Assessment will:

  • Evaluate if Business Development is operating at optimal efficiency and effectiveness with the shortest sales cycles
  • Validate or discredit if a proactive, customer-centric mindset exists throughout your BD organization
  • Evaluate how well the Business Development function interfaces with strategic planning, proposal and project management functions
  • Identify gaps and misalignments among your Business Development core competencies including strategy, capability, culture, organization structure, planning, processes, people, and leadership

We Provide You The Roadmap for Corrective Action Whether Or Not You Engage With Us Further

Once your assessment is complete, a final report will be presented, which will include our key findings and observations with a list complete with overview of any gaps and misalignments identified in the eight (8) primary BD components. In addition, you will receive a comprehensive plan detailing specific corrective action steps to adjust your alignment and fill the gaps to drive revenue results. We are committed to helping you find the best solution for your revenue generation challenges whether or not you engage with us further.

RECOMMENDED FIRST STEP

RECOMMENDED FIRST STEP

Please contact MBDi to discuss and/or schedule and assessment or learn more about our other Services:

Interested in Speaking with a Few of Your Industry Peers First?

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
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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.