Executives face a range of challenges in implementing a disciplined approach to business development, even if they have a good system design. Chief among them is getting that discipline ingrained at all levels of the organization. Understanding "What to do" is generally easier than "How to do it". For example
- The pipeline management system often gets a lot of blame for why bid information is not up-to-date and for poor business results. One challenge is to make the system both functional and convenient, so it is easy to use, never an obstacle to effective capture and not an easy target for criticism.
- Likewise, staff and line managers are good at what they do, but not necessarily experienced or trained at the business of marketing and contract capture, which is evidenced by many of the points made in our free video, Ed's Essential 11 Elements. So an additional challenge is to raise management and staff's level of business development awareness and coach them to execute better bid pursuits.
We consult with corporate managment to design a disciplined business acquisition program to meet revenue growth goals, and are experienced at working with staff at all levels of the organization to make sure that it is fully implemented.