Critical Measures

Unless an organization has ways to measure the critical aspects of its progams, it doesn't really know enought about performance to improve it. We use five indicators that measure business develpment heart rate, lung capacity, temperature, muscle mass and blood flow and use them with clients to develop benchmarks that gauge the health of its business acquisition program. 

Critical Measures Guide BD Investments

How do organizations know how much to invest and where to invest business acquisition dollars to meet financial goals?

In our experience, few firms actually address this question with precision, yet it is one of the important of all management decisions.

ERS Advisors uses four critical measres that provide the basis for allocating business development resources. Measurement is the place we start with clients to develop a well-led, scaled and unified business acquisition program (See the Three Pillars.)

Critical Measures of the Health of the Business Acquisition Program

 

 

 

 

 

 

 

 

 

Using our critical measures clients can:

  • Establish the right benchmarks to gauge business performance
  • Measure the health of the business program
  • Use the Measures to efficiently allocate indirect resources to support financial objectives
  • Spot and address weaknesses in teh business development program
  • Make early no bid decvisions before they erode resopuces and redirect funds to the best prospects
  

Implementation

We ingrain the critical measures in all aspects of our products and  services.

We train clients on how to use them and help incorporate them into their business acquisition program.

Our Business Acquisition Tracker (The BAT) automates the calculation of the measures in real time and makes the status of  business acquisition clear at all levels of the organization.

Back to The Bid Decision Framework.