Having measures for business development and evaluating performance against those measures will help you understand where you need to make changes and improvements. Measures can track all aspects of the business development process; you can track what the professionals are doing and also what your marketing systems are doing.

The metrics you use can cover:

  • Starting relationships

  • Maintaining relationships

  • Converting relationships to projects/engagements

  • Selling more to existing clients

  • Managing key clients