Potential Customers

Profit Pool Analysis Develop sales pipeline

Strategic Diagnostic
Identifying prospects
Market Overview and Boundaries
Market BD Key Developing customer relationships
Geographic Overview
success Understand People /
Factors decision makers
Accessible Market Develop relationships and
agreements with collaborators Negotiating
level of fragmentation Technical/ Teaming
Market Share analysis commercial
Differentiation Develop agreements,
Competitive advantage Differntiation HOAs, MOUs
win plans
presence outside areas of interest Competitors and
Objective
Competitor capability comparison strategy
Process driven Informe
Blue sheet reviews
Competitor Profile d
decisio
n
making Manage CRM sales database
Income stream profile and description
Strategy Process BD Responsibilities Understanding
GM, SG&A, EBIT By Offering Current Position Strategy & Business Development customer trends, needs
by share of Market Intelligence and feedback
revenue Profitability analysis

By Geography Lead review meetings

Overseeing
Overhead allocation pursue/no pursue
decision gate
Contract
total sales over last Analysis Miller Heiman
three years, by year, Bluesheet reviews Oversee proposals development
profitability Client portfolio and opportunity development

Identifying and prioritising BD opportunities/events

CRM
Segment attractiveness Salesforce
BD input into SRP financial planning
vs competitive position
GE Matrix Analysis Dynamics
Medium term strategic planning
BD Tools Measuring and tracking AFW
Option Analysis & Selection Rystad BD performance through KPIs
Market Analysis
EIC
Strategic Plan
IHS