Business Development Playbook

SECTION ONE

ROLES

I f you’re reading this, or have participated in Business Development (BD) Training or will be doing so, you have been identified as someone who will be participating in and leading BD activities. Let’s first compare the role of the BD Lead for a client with that of a Project Manager. The Business Development (BD) Lead for our client’s primary activities ensures that the client has a positive experience at BL from the time of initial contact through completion of the project and beyond. The BD Lead is known as the Relationship Manager (RM) as is identified as such in Deltek’s Client Relationship Management module (CRM – more on the use of CRM later). The RM for a client can change over time, such as when a client becomes less strategic to BL or is providing fewer opportunities, the original RM leaves or changes roles, or in the interest of succession planning and transitions. let’s compare the role of the bd lead for a client and that of a project manager.

The RM typically identifies the project or program opportunities, which may be transferred to a new RM at an appropriate time.

5

Business Development Playbook