Business Development

When does your business need this service?

• Business development that runs on reaction, or depends on individual relationships.
• A need for a defined approach to target accounts and the opportunity pipeline.
• Strong capabilities that do not come through at the same standard in proposals.
• Market access that depends on partnerships, referrals or channels.
• B2B opportunities that need structured research, qualification and development.

Scope of work

1. Business development strategy

   A focused method for generating opportunities, qualifying them and moving them forward steadily, rather than relying on individual initiative.

   • Business development priorities and objectives
   • Approach to opportunity generation and qualification
   • Building and managing the opportunity pipeline
   • Performance indicators and review cadence

2. Target accounts and opportunity development

   Identifying the accounts worth concentrating on, and reaching their decision-makers through a considered approach.

   • Target account criteria and account list
   • Account and decision-maker research
   • Outreach and engagement approach
   • Opportunity qualification and prioritization

3. Strategic partnerships and alliances

   Building the relationships and partnerships that open new routes to market.

   • Partnership objectives and selection criteria
   • Partner identification and qualification
   • Partnership structure and proposition
   • Relationship management and development

4. Proposals and sales support materials

   Building the materials that carry the business's capabilities to the customer at the same standard they are actually delivered.

   • Proposal strategy and structure
   • Pitch decks and credentials
   • Sales messaging and commercial materials
   • Tools that support decision conversations

What you receive

• Business development strategy and roadmap with defined priorities
• Target account criteria, account list and decision-maker research
• Opportunity qualification framework and pipeline building priorities
• Partnership objectives, selection criteria and partnership proposition
• Proposal strategy and a structure ready to use
• Pitch decks, credentials and sales messaging
• Business development performance indicators and review cadence

Frequently asked questions

• What is the difference between business development and sales?

  Sales manages existing opportunities. Business development builds the route those opportunities come from: target accounts, partnerships and relationships.

• Do you contact customers on our behalf?

  We build the method, the materials and the criteria, and support decision conversations. The scope of direct involvement is defined for each engagement.

• Is this service suitable for businesses that rely on referrals?

  Yes, and it is often the most relevant for them. Relying on referrals alone leaves growth dependent on chance.

• How long before business development results appear?

  The method and materials are built within weeks. The B2B opportunity cycle follows the nature of the sector and the account, and we define early indicators to track progress before any opportunity closes.

• Strategy — for the market evidence and positioning opportunity development rests on.

• Go-to-Market — for the channels and launch plans account and partner development depends on.

• Marketing — for the visibility, content and materials that reach the customer ahead of the opportunity.