#business development, is it an art or a science?

 #marketing rod geoghegan metropolis partners growth marketing business development

Business Development

One of the performance objectives of an agency is achieving growth and new business targets – or more accurately, over-achieving them.

So is new business an art or science?

I know that management board and investors demand reliable, consistent and predictable new business – without left-field hits or surprises, and look to have the team in place that is fully in control of delivering against targets month in and month out.

The full #typed note is here . . .

#business development, managing your people, not the funnel

Stop managing your pipeline and start managing your people

Andrew Adams talks about “… most companies spend[ing] too much time, money and energy on measuring and managing the pipeline rather than managing and improving the quality of leads that go into – and ultimately come out of – the pipeline” – a really valid point.

Having also making the point that “… the pipeline is a vital part of the sales process, it is also where the most fundamental mistake is made” it is always interesting to understand where a business places focus.

The full #typed note is here . . .