Having an end-to-end process in place allows teams of business developers to know exactly where they are, what needs to be done and by when in order to achieve their objectives. This process can save a lot of time and confusion and ensures that everyone is working towards the same goal.
End-to-end processes are important in business development as they provide a clear roadmap for success. Without a defined end-to-end process, it can be difficult to measure progress and determine whether or not goals are being met. An end-to-end process gives business developers a framework to follow, making it easier to track progress and identify areas of improvement.
There are many different end-to-end processes that can be followed, but they all typically contain the same key features. By understanding these features, you will be able to create an end-to-end process that works best for your team and your business.
An end-to-end process typically contains the following features:
- -A defined series of steps or actions directed towards a specific goal
- -Notional timeframes for each phase of the process
- -Defined goals for each stage
- -Critical business decisions that need to be made at each stage
- -A list of activities that need to be carried out during each stage
- -Indication of who is accountable for each activity.
Business Development Phases
The phases of the BD selling process are Market Identification, Account Planning and Assessment ( Opportunity), Proposal Development & Negotiation and Delivery. The customer’s buying cycle can be divided into eight generally accepted stages: market identification, account planning which includes assessing an opportunity as well as developing proposals for it – this could include researching competitors’ products or services that might fit in better with what you offer, proposal preparation including writing a rough outline together with details about how each item will work once implemented by our team, negotiation and delivery at last.
The decision to invest or withdraw resources from a project can have large consequences. Make disciplined bid decisions by avoiding investing too heavily into low probability opportunities which would lead to saving money and time.
Team reviews are an important part of improving the quality and execution of any pursuit. Reviews help address tactical issues as well as provide recommendations for improvement on strategies to improve performance across all areas, including documentation practices.
Input and Output
Outputs are developed in each phase and become inputs to the next phase. The output that does not contribute to advancing the effort should be eliminated.
These are just some features and guidelines to get started on creating your own end-to-end process.