When service firm leaders turn their attention to increasing the business development energy, action, and results at the firm, they often head down well worn paths. “We need sales training,” “Let’s give people bonuses for business development,” “Marketing and business development need to work together,” “Leadership needs to coach the next generation of rainmakers,” and so on. All reasonable thoughts, but you need to know which interventions and changes, when implemented, will make an actual impact on business development success.

Time and again we see firms doing a certain percent of what they need to do to help the professionals in their firm develop business—but rarely 100%. If you're only doing 70% of what you need to do, you don't get 70% results; you get much less. Like patching a leak in the bottom of a boat, if you don't patch it 100%, it still takes on water.

So if your firm is looking to create a team of rainmakers, you need to make sure you address the full gamut of topics in order to give yourself a fighting chance of success. If you don't, you may find yourself expending 90% of the effort—almost there—but still falling short of your business development goals.

We work with you to develop a culture of business development and achieve real impact on your top line. We help you understand what needs to happen at your firm, and then set up the systems, processes, and incentives to support business development. We help you answer key questions such as:

• What will it take to get all of the leaders, professionals, and business developers at my organization to contribute all they can to our business development success? 
  
  
• How can we increase cross-selling, up-selling, and account penetration?
  
  
• Where is our greatest potential for measurable increases in business development performance?
  
  
• Where are the holes in our business development processes?
  
  
• How can we best support individual rainmaker skill building?
  
  
• Do we have the right mix of people working together to achieve our revenue goals?
  
  
• What incentives and consequences are built in to support the business development culture?
  
  
• Who should be responsible for developing new business? 
  
  
• How can we best motivate rainmakers to build their practices?

By engaging Wellesley Hills Group's Business Development Performance Improvement, we will work with you to define the specific questions you need answered that will help you move forward in your quest for more revenue and profit, and employ proprietary tools such as our Window into Sales Performance.

Once we uncover what needs to happen, we work with your organization to select the right interventions—working through the implementation, change management, and measurement processes to ensure the achievement of your business development improvement goals.

To find out more about Wellesley Hills Group’s work in this capability area, please contact us.