Breaking BizDev
What does "business development" mean anyways?
On Breaking BizDev, John Tyreman and Mark Wainwright break down, beat up, and redefine that nebulous term 'business development' for the modern professional services firm.
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Breaking BizDev
Top 10 Marketing & Sales Numbers for Professional Services
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On this episode, John and Mark beat up a few metrics like "leads" and "win rate" and share 5 marketing and 5 sales numbers professional services firms should be paying attention to if they want to grow their firm.
Top 5 Marketing Metrics:
- Qualified Opportunities by Source
- Client Lifetime Value
- Client Acquisition Cost
- Revenue by Source
- Return on Marketing Investment
Top 5 Sales Metrics:
- Total Potential Revenue
- Outreach activities
- Pipeline - Creating new Opportunities
- Pipeline - Closed Won Revenue to Date
- Proposals - Ratio of Proposed to Contract Value ($)
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