Too often, the “highs” generated by recent wins can over-shadow the facts when it comes to evaluating the success of business development initiatives. It’s a great idea to develop some formal metrics for measuring business development success. Tracking these will be useful: number of proposals to established clients number of proposals to established clients for areas beyond […]Continue Reading
Forecasting business development outcomes – wins – is an important and valuable element of successful professional services selling. But forecasting is tough. So often it’s about identifying multiple uncertainty factors, and estimating the impact of each, plus making judgements about options to influence outcomes. Good forecasting of sales lets us (and others around us) plan. […]Continue Reading
So many professional service firms we meet bemoan the track record of most of their folk in developing new work and new clients in attractive niches. More than occasionally a practice leader confides that their technically competent team knows only how to “feed on the carcasses I kill” or “live like a leech on me”. […]Continue Reading
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Firstly, what are closed or invitation only tenders, bids and proposals? In addition to the generally well-understood terms ‘tender’, ‘bid’ and ‘proposal’, there are ‘open’ and ‘closed’ processes, and then variations within each that can apply to professional services procurement. Open or public tenders, bids and proposals An open tender is just that, open to […]