Msanii Nay wa Mitego akitoka kituo cha polisi kati ikiwa ni muda mfupi baada ya agizo la Waziri Mwakyembe kutaka aachiwe huru pic.twitter.com/k1EWzlrYju
— millard ayo (@millardayo) March 27, 2017
'Asante kwa wote walioamka na kuwa upande wangu, upande wa haki, walioamini kile ambacho nimekifanya nawashukuru sana'-Nay wa Mitego pic.twitter.com/kbtHHz7rcV
— millard ayo (@millardayo) March 27, 2017
'Matumizi ya nguvu hayalipi! Kurekebisha kwa upendo hulipa! Hongera Rais, Hongera Mwakyembe kwa uamuzi wa Busara dhidi ya muziki wa Nay-Nape pic.twitter.com/duW0951fwj
— millard ayo (@millardayo) March 27, 2017
D1. Performance measures for business developers
The lack of well-defined performance criteria causes many business development practitioners to operate blindfolded, never really knowing whether they are successful at what they do or not. Tracking the performance of business development units and setting up performance measures for them is necessary to mature business development as a discipline rather than operating it as a magic cure-all bullet.
"Tracking the performance of business development units and setting up performance measures for them is necessary to mature business development as a discipline rather than operating it as a magic cure-all bullet"
The tasks at hand are often diffuse and ad hoc, and they are rarely planned in advance. Therefore, setting up performance measures is a way of clarifying goals, documenting effect and aligning expectations – in particular important to enable long-term planning in the unpredictable and changeable operating environment of today's business development units.
However, defining universal performance measures and report metrics that are viable for all business development units is an impossible mission due to the diversity of business development practices. Again, the analogy from the discipline of HR and HRM may serve as a point of departure. As HR has matured and become an integrated organisational discipline, a framework for measuring the value and performance of a successful HR function has been derived. This framework measures the management's and the organisation's overall satisfaction level with the work performed by the HR function as well as a range of specific and directly measurable metrics.
To work effectively, performance measures for business development must allow for
oClear accountability for the team and their individual contributions
oMeasurable business impact through consistent project evaluations
oConsistent and demanding standards for each job role fulfilled
oProcedures for communicating and rewarding the right results
2. MANAGING BUSINESS DEVELOPMENT
D2. Performance measures in a BDM context
With the roles as strategists, executors and facilitators come different kinds of requirements, and these requirements may be translated into different kinds of performance measures. In the figure below, you will find an inspirational list of key success factors and examples of KPIs for each of the three roles played by business developers (strategist, executor and facilitator).