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Strategy & Business Development (BD Responsibilities (Market…
Strategy & Business Development
BD Responsibilities
Identifying and prioritising BD opportunities/events
Market Intelligence
Understanding customer trends, needs and feedback
Developing customer relationships
Identifying prospects
Overseeing pursue/no pursue decision gate
Lead review meetings
Measuring and tracking AFW BD performance through KPIs
Oversee proposals development and opportunity development
Develop relationships and agreements with collaborators
Negotiating Teaming agreements, HOAs, MOUs
Manage CRM sales database
Develop sales pipeline
BD input into SRP financial planning
Medium term strategic planning
Develop win plans and strategy
Blue sheet reviews
BD Tools
Miller Heiman
Bluesheet reviews
CRM
Salesforce
Dynamics
Market Analysis
Rystad
EIC
IHS
BD Key success Factors
Technical/ commercial Differntiation
Understand People / decision makers
Process driven
Objective
Informed decision making
Strategy Process
Option Analysis & Selection
Strategic Plan
Strategic Diagnostic
Current Position
Income stream profile and description
Contract Analysis
Profitability analysis
By Geography
By Offering
GM, SG&A, EBIT by share of revenue
Client portfolio
total sales over last three years, by year, profitability
Overhead allocation
GE Matrix Analysis
Segment attractiveness vs competitive position
Competitors
Market Share analysis
level of fragmentation
Differentiation
Competitive advantage
presence outside areas of interest
Competitor capability comparison
Competitor Profile
Market
Market Overview and Boundaries
Geographic Overview
Profit Pool Analysis
Accessible Market
Potential Customers