Business Development Metrics
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Measuring What Matters
Tracking the wrong numbers can give a false sense of progress. Effective business development metrics focus on outcomes that actually drive growth—qualified leads, meaningful conversations, and conversion rates—rather than vanity measures like the number of emails sent.
Balancing Short- and Long-Term
Some metrics capture immediate wins, like proposals submitted or contracts signed, while others reflect longer-term health, such as client retention and cross-selling opportunities. Successful firms balance both horizons, ensuring today’s activity builds tomorrow’s stability.
Creating Accountability Through Data
Metrics are most valuable when they are visible and tied to accountability. Transparent dashboards and regular reviews keep teams aligned, highlight where support is needed, and reinforce a culture where progress is measured and celebrated.
