Part 1
Are you ready to scale?
Answer the questions below 👇
o1
Our target market is well defined *
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
02
We have a unique value proposition that our ideal customers understand and need. *
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
o3
Our team understands our business growth goals and objectives. *
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
o4
We have a clear strategy to reach our growth goals and objectives. *
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
05
Our business development and marketing efforts are measurable. *
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
06
There are clear lines of communication between marketing, business development, and leadership.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
07
We have the content we need to nurture relationships and close deals
. *
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
08
Our business development team effectively drives new business. *
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
09
We have clearly defined expectations for business development and marketing, as well as the processes to ensure accountability. *
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
10
We have the right team and the right resources to reach our growth goals. *
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
Next Page : Market
Part 2
Market
Answer the questions below 👇
o1
We have unique expertise in the primary industries we serve.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
02
We actively seek out specific niches within our primary industries.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
o3
There are certain industries or niches that our organization deliberately chooses not to work with. *
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
o4
Our buyer profile is documented and understood across the organization.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
pREVIOUS Page : INTRO
Next Page : Message/Position
Part 3
Message / Position
Answer the questions below 👇
o1
It’s easy for prospective customers to understand how we can help them, from our people and our website. *
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
02
Our people have a comprehensive understanding of the problems we solve for our clients.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
o3
The entire business development team uses the same language to describe what we do and who we do it for.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
o4
Our content effectively communicates the problems we solve and our unique value proposition. *
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
pREVIOUS Page : Market
Next Page : Goals
Part 4
Goals
Answer the questions below 👇
o1
Our leadership team and practice leads
(managing directors, partners, etc.)
are aligned on short-term revenue goals and long-term business goals. *
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
02
Our leadership team and practice leads
(managing directors, partners, etc.)
are aligned on how these goals and business objectives will be attained. *
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
o3
The KPIs used to measure both business development and marketing outcomes are well-defined. *
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
o4
Our forecasts take into account both internal
(e.g., historical performance, budget, etc.)
and external
(e.g., macroeconomic environment, seasonality, etc.)
factors. *
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
pREVIOUS Page : Message/Position
Next Page : Growth Strategy
Part 5
Growth Strategy
Answer the questions below 👇
o1
We have an actionable go-to-market strategy that aligns with our revenue and business goals. *
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
02
Business development, marketing, practice leads (managing directors, partners, etc.), and leadership have agreed upon the go-to-market strategy. *
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
o3
Our business development efforts effectively drive net new business. *
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
o4
Our marketing efforts effectively drive net new business. *
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
pREVIOUS Page : Goals
Next Page : Growth Sources & Process
Part 6
Growth Sources and Process
Answer the questions below 👇
o1
We can confidently understand the source of new business opportunities.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
02
The close rate from business development opportunities is satisfactory.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
o3
Our business development team consistently receives high-quality marketing-sourced opportunities.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
o4
The business development team has a repeatable process, across all practice areas of our business, to nurture business opportunities through the pipeline.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
pREVIOUS: Growth Strategy
Next: Communication
Part 7
Communication
Answer the questions below 👇
o1
Our pipeline meetings are productive and well-structured.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
02
There are regular meetings between leadership, business development, and marketing to maintain alignment and prioritize activity.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
o3
There is a clear process for marketing and business development to communicate when prospects take important actions (i.e., when a prospect at a key account attends a webinar.)
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
o4
Our team uses a shared dashboard for key marketing and business development metrics.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
pREVIOUS: Growth Sources and Process
Next: Sales Enablement
Part 8
Sales Enablement
Answer the questions below 👇
o1
Our business development team has the content they need to educate prospects about our services.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
02
Our business development team has the sales presentations they need to run effective calls with prospects.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
o3
The marketing team implements feedback from the business development team to improve content effectiveness.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
o4
The content the marketing team creates makes it easier for the business development team to start conversations with ideal customers.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
pREVIOUS: Communication
Next: Business Development
Part 9
Business Development
Answer the questions below 👇
o1
Our business development team understands how to build lists and identify prospects.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
02
The business development team engages with prospects’ content on LinkedIn.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
o3
Our business development team has the skills and tools to get in touch with decision-makers.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
o4
Our business development team can effectively turn casual conversations with our ideal customers into business conversations.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
pREVIOUS: Sales Enablement
Next: Accountability
Part 10
Accountability
Answer the questions below 👇
o1
Our incentive structure encourages activities from both marketing and business development functions that align with our revenue and business goals.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
02
Individual marketing and business development contributors understand what specific activities are expected and are held accountable to individual goals.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
o3
The business development team is held accountable for updating the CRM.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
o4
Our business development team prioritizes outreach and new relationship building.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
pREVIOUS: Business Development
Next: Resources
Part 11
Resources
Answer the questions below 👇
o1
Our business development and marketing teams have the right tools and training to reach their goals.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
02
The budget for the business development and marketing teams matches the expected outcomes for which they are held accountable.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
o3
We have the right people on our business development and marketing teams.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
o4
We have the software (CRM, database, pipeline management, etc.) in place to effectively support and measure our growth objectives and activities.
*
Strongly Agree
Agree
Neutral
Disagree
Strongly Disagree
pREVIOUS: Accountability
Next: Wrap up
Part 12
Where can we send your assessment?
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