Launching the Agency Business Development Scorecard

Are you looking for a quick and easy way to assess your agency’s business development capabilities?

Look no further, my friend.

I’m delighted to finally launch the ‘Agency Business Development Scorecard’ (I say ‘finally’ because it’s only been five years in the making!).

Anyway, what’s it all about?

Well, business development is consistently cited as one of the most pressing challenges for agency owners. Day to day, this reveals itself in a number of ways; inconsistency in lead quality / quantity, lack of control over the sales process, and revenue up and down like a yoyo (to name just three).

So whilst agency owners are only too aware of the symptoms, experience has taught me they don’t always understand WHY their business development function isn’t quite working.

That’s where the scorecard comes in. It’s a simple diagnostic tool to…

> Highlight what a high performing business development function looks like

> Uncover if (and why) your new business function is falling short

> Shine a light on gaps in your approach

It takes around 10 minutes to mark yourself against 45 statements, divided into three sections: positioning, opportunity creation, and your sales process.

At the end, you’ll receive a personalised report with a score for each section and a total score to indicate the ‘maturity’ of your business development function (along with an explanation of each score).

You can take the scorecard as often as you like. Have different stakeholders complete it to get a range of views on what’s working, what’s not, and where attention is needed. Or do it every six months or so to see how you are progressing.

A lot of work has gone into this (did I mention it’s been five years in the making?). But I didn’t do it alone. A number of agency owners and business developers were kind enough to review the scorecard as I was building it so I’d like to thank them all (too many to list) for their help.

Have a go and let me know what you think.