How fit is your BD operation?
Just as you service your car, test your smoke alarms or visit your doctor for a check-up, your marketing and business development operation deserves the same regular health check.
As the engine driving your firm’s growth and success, taking the pulse of your BD strategy can help you improve and refine what is working, change what isn’t and provide a case for added investment in your team.
Benchmark your BD function
It’s important to clarify how your approach compares to your peers and competitors.
Whether you’re leading a large or lean team, gaining an objective opinion on your strengths, as well as any opportunities you may be missing, can benefit your long-term growth and close the gap between expectation and execution.
A clear view of your BD operation reveals whether more people, better technology or a sharper strategy could help reach your targets and provides an evidence-backed case for increased investment or resource.
Aches and pains you shouldn’t ignore
If you’ve noticed any of the following aches and pains, it’s time for a check-up.
- You don’t have the time or resource to execute projects you know will support your growth.
- There’s a disconnect between smart and sensible activity and results.
- Most of your BD is being driven by 1-3 of your top people.
Comfortable, but not growing
Something we often hear from across professional services is that the existing BD operation is delivering good digital marketing KPIs, like impressions or clicks, but there is a disconnect between those results and measurable growth.
More often than not, these growth ambitions are achievable with an injection of energy and new ideas from a third party.
If this resonates, ask yourself:
- How much of your pipeline is proactively created vs through existing relationships?
- If your top fee earner stopped bringing in new business tomorrow, what would be the impact on future revenue?
- Do you have enough visibility to confidently predict where revenue will come from over the next six months?
Check up
Our BD Health Check is designed to help you assess the strength and maturity of your BD operation, provide practical insights on where to focus your attention and reveal hidden growth opportunities that time-poor BD leaders can sometimes miss.
In just 5 minutes, you’ll have a personal report card to benchmark your BD operation. If you’d like a more detailed analysis of your results, we can support you in understanding where you’re strong, could improve and how to make the necessary changes.
Prepare your firm for growth and take our free BD Health Check now: https://thebdconsultancy.com/bd-health-check/
