Client-Directed BD Goals and Objectives



Individual Business Development PlanName:Period:Regional Manager + Market Sector Leader:BD Baseline (identify existing clients you plan to grow business with in 20xx-xx)Existing ClientsProspective Clients/ Teaming PartnersA.A.B.B.C.C.D.D.E.E.Personal BD Goals and Objectives (see Attachment A for examples)1.2.3.4.5.Near-Term BD Actions to support Goals and Objectives (see Attachment B for ideas)Milestone Date(s)Completed Date/Comments1.2.3.Longer-Term BD Actions (see Attachment C for examples)Client/Market Development ActivitiesMilestone Date(s)Completed Date/Comments1.2.3.Proposal ActivitiesMilestone Date(s)Completed Date/Comments1.2.3.Conferences, Symposia, Seminars and PublicationsDatesComments1.2.3.Actions steps for Improving your communication and networking skills ObjectiveBy When1.2.3.4.5.Progress Review/ Update MeetingsWithCompleted Date/CommentsQ1Q2Q3Q4This plan is to be completed and reviewed with your Regional Manager or Sector Leader. Progress reviews throughout the year are encouraged. Refer to the attachments for more information.Attachment A: examples of Personal BD Goals and ObjectivesClient-Directed BD Goals and ObjectivesGoals:Identify which clients have potential for growthWin $_______ in project follow-on work from Client A Win $_______ in new project work from Client A Introduce #___ new <firm name> service(s) to Client AIntroduce #___ new <firm name> expert(s)/practitioner(s) to Client AObjectives:Secure #___ internal referral(s) and #___ external client referrals from Client AIdentify/prioritize #___ prospective new client(s) for existing services or new servicesImplement actions to develop new work for identified prospective new clients Transfer responsibility for Client A to _________ (PM) and provide ongoing supportMarket-Directed Goals and Objectives Increase backlog by #_____ for the __________practice areaIncrease market visibility for the XXX practice areaAccess more sole-source assignments and RFPs in XXX market/industryIncrease market share from ____% to ____% for the XXX practice area Leverage federal funding requirements (e.g., sustainable development) to present value propositions to client representatives in relevant marketsLeverage work with Client A into work for other companies in the ## industry Technology/Practice-Directed Goals and ObjectivesDevelop expertise in a new technical niche (service, technology, approach) in one of our practice areas or in a new practice areaAttachment B: Client Development Self Survey to Guide Personal BD Plan: Near-Term Actions (Part 2, Summary page)Summary of Near-Term BD Actions for Client 1 Summary of Near-Term BD Actions for Client 2 Summary of Near-Term BD Actions for Client 3 List the top three things you are planning to do in the near term to super-please your existing clients and inspire them to entrust you with more work Attachment C: examples of potential longer term client development activitiesClient / Market Development Activities:All staff:Build long-term relationships / friendships with clients or prospective clientsCross-sell/introduce other <firm name> personnel to your clients (this is both a near-term and longer-term activity) Obtain client feedback on project team performance (both project component and form of marketing)Schedule/attend, presentations, brown bagsSend targeted marketing materials to your contacts on a periodic (e.g., quarterly) basisSenior staff:Bring junior staff along on a sales call/client meeting. Share pre-visit strategy, allow them to shadow the meeting; and provide follow up discussion regarding lessons learnedTake a leading role in Industry/Government Association meetingsChampion preparation of technical and qualifications presentations for internal/external useLead research on specific clients / marketsProposal Activities:Work with clients to identify/develop work scopes and track RFPsFeed proposal ideas to clients and track their development progressMeet with client prior to RFP releaseIdentify proposal opportunities, get on bidders listLead proposal efforts/supportDebrief whether win or loseTry to obtain the proposal sole-sourceReview the proposal with the client in personInternal Marketing Activities:Maintain resume and write project descriptions (be sure to include the stories)Assist with preparation and update of market sector/technology SOQsSupply marketing materials to <firm name> offices/teaming partners on requestConferences, Symposia, Seminars, Associations and Publications:Attend conference, short course, and/or seminars in area of new technical specialty to develop expertise in a new technical niche in one of the firm’s practice areas or in a new practice areaAuthor/co-author guidance documents and papers and articles with clients, industry peers, staff Become an active member of a high-profile committee/board for an association that meets the needs of your target client listPresent at high-profile conferences/symposia associated with your client baseChair sessions and/or serve on discussion ................
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