Do you have a Business Development culture? Part 2
- irwscott
- Aug 8
- 2 min read
Updated: Aug 30
Following on from the article I referenced yesterday, here are the final 10 clues that apparently identify whether or not you have a Business Development culture in your recruitment agency:
11) Consultants who exceed BD targets are publicly acknowledged.
12) When a new client is won, the leader ensures that the team understands what specific BD activity, and by whom, led to this new work being generated.
13) Teams consistently pass leads to other teams within the business.
14) Inter-team referrals are regularly acknowledged, rewarded and celebrated.
15) The defensive and protective ‘that's my client' attitude (i.e. nobody else here can talk to them without my say-so) is rarely observed.
16) The agency owner/CEO (still) undertakes BD (and enjoys it).
17) Support staff understand how they play a role in BD and what specific things they can do to support the consultants' BD activities.
18) There is a distinction between, and appreciation of, both long term (eg blogging) and short term (eg telemarketing) BD activities.
19) Excuses, blame, justification and ‘bad luck' are not tolerated within the team.
20) Everyone in the company understands, and thrives on, personal accountability, BD and teamwork being the foundation of every person's success, hence the company's success.
And now the scoring (See yesterday's blog for the first 10 clues). If you answered ‘yes'...
18 or more times - your culture is truly an accountable BD culture ( ‘what market slowdown?')
14 to 17 times - your culture is sound and well on the way to being a BD culture.
10 to 13 times - better than most but some way to go yet.
6 to 9 times - plenty of work to do but you at least have the basic foundation for a BD culture.
3 to 5 times - call a crisis meeting and get this sorted today.
2 times or less - start applying for any job, except sales.
What's missing? What would you add to these clues to modernise the advice?
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