Market intelligence is information collected about the market you currently operate in or would like to operate in. It can show you where to direct your efforts to grow sales, and it can reveal new opportunities in the market.
Our organisation's market research and intelligence is thorough and up-to-date.
We understand who our target customers are.
We know our core customers’ issues and concerns.
We understand our buyers' procurement rules.
Pre-positioning is primarily about establishing relationships and trust with your prospective clients before bids come to market.
We have a functioning Customer Relationship Management (CRM) system.
We hold regular sales meetings to identify new business development opportunities.
We have marketing channels through which we regularly communicate with our customers.
We have an up-to-date digital presence (e.g. a website, LinkedIn profile, etc.) that showcases our work and our team.
Our staff are trained to have high quality customer engagements.
Bidding is the business development process of responding to an RFx — a request by a potential client for information, a proposal or a quote.
We have a clearly articulated value proposition that's always included in our sales/bid documents, as well as in other channels, e.g. on our website and in brochures.
We have a good sense of how our pricing compares to our competitors', have a detailed and accurate ratecard for our services and tailor our pricing for each bid based on our capacity, strategic fit and experience.
We have up-to-date, fit-for-purpose terms and conditions for the contracts we bid for and do detailed commercial, technical and legal reviews before entering new contracts.
We do an objective bid/no bid assessment prior to any tender.
We develop a bid management plan for all opportunities we go for, including review dates, resources, etc.
Mobilisation is assembling and organising the personnel, resources, contracts and plans needed to successfully deliver contracted services to clients.
We meet with clients at the beginning of the engagement to clarify and confirm the project scope and deliverables.
We have formal contracts and/or purchase orders in place with our clients.
Delivery is about providing contracted services to the client in way that delights the client and about a continuous improvement process in pursuit of excellence.
We actively seek customer feedback and conduct lesson learnt reviews at the end of our engagements.
We have regular, structured, ongoing project management meetings with our clients.
We track progress against project deliverables and report to our clients regularly.
We seek feedback from clients on the quality of our deliverables and make adjustments as necessary.
We track progress against individual project budgets and monitor margins during project implementation.
Business Development Health Check Results for
Well done on completing the BD Health Check by Height PM. This report outlines how you scored in each category and provides recommendations for strengthening your organisation's business development capabilities where needed.
Business Development Health Check Results for Add Company Here
If you’d like to gain a fuller picture of your organisation’s business development capabilities and how they can be strengthened, Height PM offers in-person workshops, coaching and tailored support. To learn more about how we can help you achieve your organization’s growth and business development goals, drop us a line at email@example.com. We’d be happy to help.