A perennial problem in among business-development and sales professionals has always been that its practices have tended to simply emulate what has made some “thought leaders” successful. It has not historically been a research-driven calling, and its progression has been punctuated with few, major efforts to underpin practice with data. These have been few and far between:
- Large-scale projects performed by Coopers & Lybrand and PriceWaterhouse in the 1990’s and
- A major effort performed by Shipley Associates in collaboration with the Association of Proposal Management Professionals (APMP) in 2001-2002.
Now, for the first time in 15 years, Industry has a fresh set of data on which to ground its practice and drive performance.
BD-Institute’s Benchmarks in Business Winning: What It Takes to Win Today! is the result of 18 months of data collection, careful analysis, and documentation of findings. Moreover, it is the first of these major studies to have global relevance, with participation from and results framed around companies in four major geographic regions. Data encompasses BD/Sales environments, performance metrics, organizational maturity, and special areas of investigation – including international competition, collaboration tools, integration of competitive intelligence and strategic pricing, and knowledge management.
To learn more about the study and gain access to the findings, visit our website at https://www.bd-institute.org/resources/.