Best practice dictates that companies have a business development policy in place. It provides the guidance needed to ensure successful growth of the company. It also helps to mitigate risk. Once a policy is established a process for implantation is the next step to drive consistency in execution and messaging. The following are some of the questions you should be asking and answering as you put your plan into place.
Once you have enough data, you should be able to begin performing calculations even before the end of the year, you can determine your close ratios when you are involved and when you are not.