- Outline a coherent strategy for managing business-development performance using a new approach to metrics that creates a causative link between performance management and predictable results
- Leverage original research in business-development metrics that provides meaningful parameters for selecting and deploying metrics in a systematic, reasonable way
- Provide tactics to improve current metrics usage and a “business development metrics dashboard” that can extend that usage in more productive ways
The metrics approach presented in this monograph is supported by several appendices that provide research findings. This data addresses issues in business-development organizations that influence metrics approaches, provides a knowledge base from an extended study of metrics usage in a broad sample of business-development settings, and gives guidance for applying the metrics strategy defined in the monograph.