Risk Management
January 16, 2023
A business development framework is a systematic series of sales actions or steps directed toward a specific end. Organizations that follow business development and capture planning best practices win more business.
Organizations with an effective and documented business development framework gain the following benefits:
- Reduced costs
- Increased productivity
- Improved forecasting
- Increased management visibility and control
Defining, building, and sustaining an effective business development framework require management focus and continuous effort. Barriers include corporate inertia, individual resistance to change, and constantly changing priorities that blur focus and erode commitment.
While senior business leaders or other upper management will generally establish a business development framework, understanding each phase is necessary to fulfill your role as a capture manager.
The need to reengineer an organization’s business development process often stems from one of the following situations:
- Merged or reorganized organizations
- Changes in management
- Failure to meet sales or win-rate goals
- Staffing fluctuations
- Sale of the organization
- Analyst’s concerns affecting stock price
- Maturing markets
- Loss of key customers or contracts
Businesses with an organized business development framework see increased capture success because proven best tactics are repeated.
