Business Development Metrics

There are many web sites out there that list every KPI (Key
Performance Indicator) known. For me, I’m not interested in the most
common KPIs. I’m interested in the KPIs (Key Performance Indicator)
that help me drive value for my company and my customers. So when I
put KPIs (Key Performance Indicator) in place, I’m measuring those
deliverables that are importmant to my boss. If I’m the boss, my key
performance areas are probably coming from 3 places.

1. Finance - am I able to control the cost of moving product through
my supply chain? Where are the high cost areas? I’m measuring if I’m
in control and within budget. These costs vary from company to company
depending on the company’s core competencies. So there’s no KPI (Key
Performance Indicator) that can serve as a panacea.

2. Sales and Marketing - does the work I do generate value for my
customer? Sales and Marketing can be the voice of the customer
(hopefully) and let me know what’s important. When I know this, I can
select the correct KPI (Key Performance Indicator) and measure.

3. Senior Management - Is the work I’m doing following the strategic
direction of Sr. Management? What is the strategic direction? When I
know this, I can select the correct KPI (Key Performance Indicator)
and measure. Nine times out of ten, these KPIs (Key Performance
Indicator) are given and I don’t have the luxury of selecting the KPI
(Key Performance Indicator).

So when I select KPIs (Key Performance Indicator), I’m not bothered
with what’s commonly used. I’m measuring based on what’s important to
the customer and the man who signs the checks.

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- Finance and Accounting Management
- Project Management Scorecards
- Development Scorecards
- Vertical Business Scorecards

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Thanks !

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