There are five parts to pitting in place a reliable business development engine that will work for you.
1. Sales Strategy for growth and scaling.
Start by looking at your ambition for success and the gap between that and where you are today. You can use my Sales Growth Assessment and Go-To-Market Review for this. Then we’ll develop a blueprint for your sales growth along with a roadmap for implementation.
2. Implementation Guidance for accountability and optimisation.
There must first be alignment and commitment to the blueprint. Then consistent action – executing the roadmap – will deliver revenue growth. Regular checks and balances will highlight shortfalls in performance. Implementation guidance and a clear sales process and methodology help you tackle these, before they become ingrained.
3. Capacity development with consultants as business builders.
Firm owners must be able to step back from day-to-day business development. To enable this you must first increase your team member’s ability to win business for themselves. You can do this by building on their strengths with bespoke training. This will give them a baseline for understanding business development practices and know-how.
Next you will encourage them to embed these practices. They’ll develop skills and habits through practical application with coaching support. And, as a result they’ll uncover new opportunities and convert these into projects.
4. Access to situational guidance when required.
It’s useful to have rapid response, ad-hoc, access to business development advice. Think phone a friend, to brain picking.
Throughout your sales growth and scaling initiative mentoring for consultants is useful. They can get input on difficult sales situations and must-win opportunities. Tear-downs and reconstruction of emails, proposals, and presentations is also available.
It’s also important to support whoever is leading the firm’s business development efforts.
5. Get started.
The call to action, it’s obvious isn’t it? After all, nothing happens in the absence of a good conversation.
But, improving results requires intense focus and execution. So, before getting in touch please consider these questions:
- Is growth the priority for the stakeholders in your business?
- Are you willing to accept external guidance and make changes?
- Are you motivated to lead growth and change?
- Does your current success allow for a significant investment in sales growth?
If all the answers are ‘yes’, you might want to email me, that’s the easiest way to get in touch.