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MBD
insight #53
" Digging the
BD Ditch"
Are You Turning It
Around or Digging Deeper?
Do you constantly
struggle to reach growth targets or achieve revenue quotas?
Does it seem like you’re sinking deeper into a ditch, while
working hard to climb your way out? Turning-around an
average or sub-standard Business Development organization
requires that you stop doing the same thing, with the same
people expecting different results.
2008-9 threatens to be a
tougher business climate for organic growth. Given this
information, it’s going to be harder to close deals and win
business with greater competition vying for limited
opportunities. “Average” performers will not make an impact
in this climate. Have you evaluated your team in preparation
for this change? If not, now is the time to do this and then
to make the changes necessary to re-tool your team and
Guaranteeing Revenue Results®.
We are often asked to
assist companies by performing an objective third party view
of their BD organization. Over the years we have found three
key items that, when focus is given to them, can affect
changes in almost all organizations. The bottom line with
making any permanent change in the behavior of a team is to
change individual thinking, but also collectively change the
organizational culture. To do this there needs to be a
strategic realignment of Business Development
planning, process and personnel.
PLANNING
Planning is the first
step in any restructuring. Be careful not to confuse a laundry list of
objectives with a well developed operational and tactical
Business Development plan. Without a plan and objectives,
any road will get you there.
PROCESS
Process drives
behavior; without a solid, customized Business
Development process, which your team not only ‘buys into’
but uses, you might as well aim low and continue digging.
PERSONNEL
Ultimately, without
people capable of closing the deal you will never achieve
your goals. The Personnel area covers two critical
components, leadership and staff.
Without leaders who can integrate or turn around a Business
Development organization, you will battle to make the
transformation.
You need to understand both the mechanical and
conceptual limitations that may be hindering your team’s
success in developing business. A good leader knows how
to overcome these limitations and understands when to cut
lose those individuals that will never make any changes.
Successful Business
Development organizations master and align these critical
components. Without a Business Development plan, clear
direction and leadership on how to execute it, and
motivated, capable and willing personnel, you will never
climb out of the ditch. Stop digging. Take a hard look at
your situation and then make the determination about whether
or not you are moving in the right direction. With a good,
objective understanding of your organization’s present
state, you will be able to recognize the challenges, address
the shortcomings and strategically align plans, process and
personnel to be prepared for the turbulent times ahead.
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©Copyright 2008 MBDi
All Rights Reserved.
MBDi
is an international professional services firm offering a suite of
revenue generation resources in Business Development planning,
personnel & process.
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