Never Let Good Data Get Away Business Development

Most technical firms obsess over proposal outcomes while ignoring the business development behaviors that drive them. This video breaks down the proposal-stage metrics that actually matter—and explains how to use them to diagnose your BD engine. You’ll learn which numbers reveal pursuit quality, team discipline, client readiness, and strategic fit, and which metrics are just noise. Instead of treating proposals as isolated events, you’ll see how to measure patterns, predict outcomes, and make smarter go/no-go decisions that improve win rates, margins, and long-term portfolio health.

Most firms track pursuit metrics without understanding the program behind them. This video explains how business development programs and individual pursuits connect—and why measuring both is essential. You’ll learn which metrics expose the strength of your long-term BD engine, which reveal pursuit readiness, and how to spot breakdowns before they show up as losses or write-offs. Instead of treating pursuits as one-off events, this approach helps you see patterns, allocate resources intelligently, and build programs that consistently produce better proposals, stronger client relationships, and

Most firms track marketing activity without tracking visibility—and wonder why it doesn’t translate into work. This video breaks down the metrics that connect marketing, visibility, and business development outcomes. You’ll learn how to measure whether the market actually sees you, remembers you, and associates you with the right problems. More importantly, you’ll see how visibility metrics feed pursuits, influence go/no-go decisions, and reduce proposal risk.

Years of experience may suggest expertise, but clients are often more persuaded by direct evidence of achievement. This video explains how organizations can collect and manage quantifiable evidence such as project counts, construction value, delivery performance, client satisfaction, specialized expertise, and measurable outcomes. It explores practical methods for gathering data from project records, closeout reviews, client feedback, and operational systems without overburdening technical staff.

You might think that workload complaints indicate a need for additional staff, but many organizational frustrations originate from communication, process, accountability, technology, or knowledge-transfer problems instead. This video explores how managers can use complaints as operational data to diagnose underlying causes before making hiring decisions. Through Twennie's A Practical Guide to Effective Complaining exercise, participants collect complaints, categorize organizational pain, identify patterns, and perform root-cause analysis using repeated "why" questions.

This template provides a structured way to track and analyze proposal performance using key business development metrics. It captures data such as fees, effort levels, hours by role, costs, client type, and outcomes, enabling teams to evaluate what drives success. By organizing this information consistently, it supports more informed planning, resource allocation, and strategic decision-making for future pursuits.