
If you’re in the government market selling professional services, whose job is business development (BD) and growth? Is it the job of sales and BD to fulfill it? Is it the responsibility of executives and senior management to perform it? Is it the job of everyone—including those dedicated to supporting customer contracts full-time—to support it? Companies have one of three opinions on this question. Some companies never involve their staff members and keep them blinded to the company’s BD and growth activities. Some companies include staff members on an as-needed basis, and some actively engage and reward staff for supporting BD and growth. While we respect each company’s right to determine the level of staff member involvement, we encourage companies to consider the following scenarios under which staff members can contribute to BD and growth and remind them that all indirect charge BD and growth activities must be given an … Continue reading Whose job is business development and growth?