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Business Development Challenges
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Beware the
“Organisational Fog”
Permeates all organisations
Impairs strategic vision
Obscures business objectives
Disorientates people
Slows decision making. |
Good business practice involves people and teams working
with well defined and focused processes to achieve specific objectives
in the most effective way. For business-to-business organisations, winning
and sustaining large accounts or large contracts is particularly critical.
In practice, how much is lost in the “Organisational Fog”,
and how much is left to chance?
As an executive in your organisation, ask yourself: -
- Do we doubt that our Win ratios reflect best practice standards?
- Do we lack confidence that our business strategies are co-ordinated
and implemented effectively?
- Are we over-dependant on key individuals or an unclear business development
process?
- Is it valuable to have more understanding and control over complex
customer situations where our revenue and future position are at stake?
- Might we improve our competitive position by more effective differentiation?
- Could we get better at using our collective expertise and galvanising
cross-functional team efforts to win and manage new business?
- Is the relationship with one or more of our important customers fragile
or failing?
- Should our teams be more proactive, rather than reactive, with our
customers?
- Should we use best practice processes to achieve more ambitious targets?
If the answer to even half of these questions is ‘YES’ then
we can add some great value to your organisation.
Then consider how to create realistic route-maps that can be followed
whilst coping with all the changes and challenges along the way.
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Arriving at a suitable busines win
is not easy and even routine ways
are not well signposted.
As the game gets more difficult, how
do you find the best route, leave the
competition behind and achieve a
win-win? |
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