Metrics to Manage Business Development Results

Download or read book Metrics to Manage Business Development Results written by Howard Nutt and published by . This book was released on 2014-10-31 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: This monograph presents a new, research-based approach to achieving organizational goals. It outlines 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. It does this by leveraging original research in business-development metrics that provides meaningful parameters for selecting and deploying metrics in a systematic, reasonable way. The end result includes 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 that address issues in business-development organizations that influence metrics approaches, provide a knowledge base from an extended study of metrics usage in a broad sample of business-development settings, and give guidance for applying the metrics strategy defined in the monograph.