Business Development Leadership The Blueprint to Winning

Transcription

1 Back to Basics: Brad Douglas President & CEO David Bol SVP Business Winning Services Daryl Jones SVP Business Development Business Development Leadership The Blueprint to Winning

2 Webinar Agenda Common Business Development Leadership Challenges - Balancing responsibilities and priorities - Organizational and cultural issues where to start 10 Business Development Leadership Priorities Webinar Agenda Improving Our Leadership Ability Questions and Discussion 2

3 Common BD Leadership Challenges Identifying Best Practice Activities. Most organizations report that defining what BD activities to perform is the easiest challenge to address. Improving the ability to perform can be accomplished through available training, coaching, and professional certification programs. Achieving the commitment to perform and having the discipline to measure and verify are usually reported as the most challenging. 3

4 Challenge: Managing Priorities Business Development Leaders Must Balance Priorities Sure it might work, but we have a battle to win today! Time Resources In-the-trenches vs. up-the-ladder Short-term vs. long-term objectives 4

5 Challenge: Establishing Your BD Maturity Level and Gaps Where Do You Fit? Which level best describes your overall BD organization? Capability Maturity Model, CMM, and CMMI are registered in the U.S. Patent and Trademark Offices. CMM Integration and SCAMPI are service marks of Carnegie Mellon University. 5

6 Key BD Process Areas (KPAs): Where are You? 6 6

7 Challenge: In Your Culture, Do You Expect to Win? Set win rate and capture ratios reasonably high but not impossible Expect everybody to contribute to winning new business in well-defined roles Have a no excuses for losing mindset (we blew it!) Have leaders set the tone Publish metrics and results frequently 7

8 10 Business Development Leadership Priorities Identifying and defining your team and team roles Understanding and adapting your leadership style Collaborating with various roles and functions Understanding and embracing a business development lifecycle Understanding markets, customers, and customer buying pattern(s) Maintaining strong customer relationships Applying discipline at key opportunity decision gates and milestones (accountability) Applying best practice capture management techniques and tools Embracing proposal development best practices Executing CHANGE 8

9 Winning BD Leaders Establish Clear Team Roles and Areas of Accountability 9

10 Understanding What Managers and Leaders Really Do MANAGERS Cope with complexity Plan and budget Organize and staff Control and solve problems Provide fail-safe and risk free approaches Find the answers Do things right LEADERS Cope with change Set direction Align people Provide motivation Satisfy basic human needs for achievement Discover the big picture questions Do the right things Leadership and management require different skills and styles. 11

11 Successful Leaders Leverage Peak Team Performance If the rock climber chooses a rock face that doesn t challenge her, she is bored... chooses a rock face that is beyond her capability, she is frustrated... chooses a rock face that is matched to her capability, she achieves maximum (peak) performance Leaders must provide business development personnel with the skills and equipment (infrastructure) they need and assign tasks matched to their capability. 12

12 Winning BD Leaders Learn to Blend Styles Leadership is a matter of intelligence, trustworthiness, humaneness, courage, and discipline Reliance on intelligence alone results in rebelliousness. Fixation on trust results in folly. Exercise of humaneness alone results in weakness. Dependence on the strength of courage results in violence. Excessive discipline and sternness in command result in cruelty. When one applies all five styles together, each appropriate to its function, then one can be a leader. Sun Tzu 13

13 Winning BD Leaders Collaborate Opportunity Lead Solution Architect Capture Manager Program Manager Proposal Manager

14 Winning BD Leaders Understand the BD Lifecycle 15

15 Winning BD Leaders Expect Reasonable, Progressive Levels of Detail Throughout the Lifecycle 16

16 Winning BD Leaders Understand Market Realities and Customers Buying Approaches 17

17 Winning BD Leaders Select Markets Based on Rational Criteria 18

18 Winning BD Leaders Focus Proposal Efforts on Opportunities with High P Win 19

19 Winning BD Leaders Are Experts on Their Customers Buying Processes 20

20 Winning BD Leaders Maintain Strong Customer Relationships 21

21 Winning BD Leaders Align Win Strategies With Customer Issues 22

22 Winning BD Leaders Understand the Benefits of Decision Gate Reviews Provides executive management oversight and visibility into pursuits Provides the discipline to drive the BD process Holds BD participants accountable for results Reviews pursuits for Pwin, and allocates adequate resources to move forward 23

23 Winning BD Leaders Understand How to Conduct Decision Gate and Color Team Reviews Require focus on the right topics Require knowledgeable reviewers Reinforce intelligent process application Make decisions that have positive impact on downstream activities Hold the team accountable 24

24 Winning BD Leaders Hold the Team Accountable From: Partners In Leadership, with permission 25

25 Winning BD Leaders Understand and Apply Capture Best Practices 26

26 Winning BD Leaders Understand the Benefits of Capture Plans 27

27 Winning BD Executives Understand the Criticality of Discriminators During Capture Efforts 28

28 Winning BD Leaders Insist on Competitive Intelligence During Capture Phase 29

29 Winning BD Leaders Include Price-to-Win as Part of Early Win Strategy and Capture 30

30 Winning BD Leaders Understand and Participate in the Transition from Capture to Proposal 31

31 Winning BD Leaders Insist on and Participate in Proposal Kick Off Meetings 32

32 Winning BD Leaders Execute Change Improving business development processes through a commitment to perform requires strong leadership. Your organization must be inspired to improve and must have the courage to embrace change. Real change agents comprise less than 10 percent of all business people. Real change agents have courage a certain fearlessness about the unknown. Jack Welch 33

33 Winning BD Leaders Understand Challenges with Change 34

34 BD Excellence Requires Overcoming Resistance to Change Possible Changes Document your BD process Implement progressive opportunity reviews (gates) Conduct structured reviews (color teams) - discipline Start opportunity qualification and capture earlier Develop compliant and responsive solutions Assess competitors and the price to win Identify true discriminators Build and communicate win themes Lead by example 35

35 It is a curious thing, Harry, but perhaps those who are best suited to power are those who have never sought it. Those who, like you, have leadership thrust upon them, and take up the mantle because they must, and find to their own surprise that they wear it well. - J.K. Rowling, Harry Potter and the Deathly Hallows IDEAS TO IMPROVE OUR BUSINESS DEVELOPMENT LEADERSHIP 36

36 Paths To Improving BD Leadership Adopt Adapt Advance Adopt existing processes, best practices, training, and tools to gain immediate improvement. Adapt existing business development systems by incorporating industry best practices to achieve higher maturity levels in a short time. Advance to the highest level of BD maturity by committing to continuous improvement and innovation. 37

37 Kotter s 8 Steps To Improving through Change 38 Based on the books and articles by John P. Kotter 2012 Harvard Business School Publishing

38 10 Business Development Leadership Priorities Identifying your team and team roles Understanding and adapting your leadership style Collaborating with various roles and functions Understanding and embracing a business development lifecycle Understanding markets, customers, and customer buying pattern(s) Maintaining strong customer relationships Applying discipline at key opportunity decision gates and milestones (accountability) Applying best practice capture management techniques and tools Embracing proposal planning and development best practices developing win themes Executing CHANGE 39

39 Brad Douglas Daryl Jones Thank you David Bol