Ever since we created our Capability Maturity Model® for Business Development (BD-CMM), we’ve been amazed at how willing organizations are to squander their profit on sub-optimized business-development capability! From the beginning, we’ve offered a definitive value proposition that supports the positive return that comes from investing in a mature BD operation.
Given our background in this area, we were very pleased to be invited by the CMMI Institute to present on this topic at their recent CMMI Capability Counts 2018 conference in Reston, VA. Our presentation was titled “Predicting Capability Improvement ROI’s through Benchmarking.” (Click here for a copy of the presentation.)
We included in our presentation a very interesting analysis that our colleague in the UK, Paul Deighton, performed a few years ago. To illustrate the impact of capability improvement, he constructed a simple scenario to reflect modest growth and calculated its impact on profitability, while also showing the investment ROI. It’s easy to understand and implies an obvious question: with this opportunity for financial benefit, why doesn’t every company follow the BD-CMM path to BD operational maturity?