Shipley Business Development Lifecycle Guide (eBook, ePUB)
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Organizations with effective business development processes gain the following benefits: . Reduced costs and risks of capturing business . Increased productivity and staff morale . Improved sales forecasting . Increased management visibility and control . More competitive solutions and proposals The most successful organizations in any market or selling environment innovate and improve framework processes based upon fundamental principles. Less effective organizations follow tightly defined processes, but limited understanding of the fundamental principles reduces their flexibility to adapt to...
Organizations with effective business development processes gain the following benefits: . Reduced costs and risks of capturing business . Increased productivity and staff morale . Improved sales forecasting . Increased management visibility and control . More competitive solutions and proposals The most successful organizations in any market or selling environment innovate and improve framework processes based upon fundamental principles. Less effective organizations follow tightly defined processes, but limited understanding of the fundamental principles reduces their flexibility to adapt to market and customer shifts. The least effective organizations lack consistent processes and fail to understand fundamental principles. Help senior managers design a single, flexible, and scalable business development process based on industry best practices. Organizations with a single business development process eliminate confusion about which process applies. If you have multiple processes, individuals will repeatedly rationalize why the more disciplined process does not apply to a given opportunity. Business development managers that permit ad hoc processes and rely on heroes for success are consistently less successful. A flexible process can be adapted to different types of selling environments, markets, opportunities, and customer requirements. A scalable process can be adapted to differing sizes of opportunities, schedules, resources, and budgets. As with our Proposal Guide and Capture Guide, these guidelines are based upon fundamental principles of our consulting practice: . Align your process to the customer's process. . Use a disciplined business development process that emphasizes planning. . Schedule to the process and maintain schedule discipline. . Base your strategy and tactics on the customer's perspective. . Maintain customer focus through every step.
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