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Company Profile

This helps us benchmark your scores and calibrate the ROI estimate

Company / Organization Name

Primary Segment *

Which segment best describes your BD target market?

SMB / Commercial

$1M–$25M businesses, owner-operated, local or regional

SLED — Government & Education

State, local, county, school districts, military / DoD

Enterprise

$50M+ companies, named accounts, complex B2B sales

Mixed Segments

We sell across multiple segments

Please select your primary segment to continue.

Annual Revenue (approximate)

Team size dedicated to BD or sales

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Dimension 1: BD Process & Documentation

How structured and documented is your current BD process?

How would you describe your current BD process?

No documented process

BD happens reactively based on referrals, calls, or intuition

0 pts

Informal process — not documented

Some consistent habits but nothing written down or followed systematically

3 pts

Documented process — partially followed

Written BD playbook or process exists, but team adherence is inconsistent

7 pts

Formal BD system — documented, followed, measured

Documented process with team adherence, regular review, and performance tracking

10 pts

Do you track BD activities (outreach, meetings, introductions) in a CRM?

No CRM — email, spreadsheet, or memory

0 pts

CRM exists but BD activity is not consistently logged

3 pts

CRM used consistently for BD tracking

7 pts

CRM fully configured for BD with dashboards, pipeline stages, and reporting

10 pts

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Dimension 2: Market Intelligence

How well do you know the market you're developing business in?

How would you rate your market knowledge for your primary segment?

Minimal — we know our product, not the market

No systematic view of market size, competitors, or key accounts

0 pts

Basic — we know major players and rough market size

3 pts

Good — we have a territory map and named account list

7 pts

Excellent — documented whitespace map, named accounts, competitive positioning, and procurement intel

10 pts

Do you have a named target account list (25+ companies / agencies you are actively developing)?

No — we pursue whoever comes up or is referred

0 pts

Informal list — less than 15 accounts, not scored or prioritized

4 pts

Documented list of 15–30 accounts with some prioritization

7 pts

Scored, prioritized named account list of 30+ with opportunity sizing and BD status per account

10 pts

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Dimension 3: Account Strategy

How strategic is your approach to key and whale accounts?

Do you have a formal strategy for your top strategic / whale accounts (>$250K+ opportunity)?

No — large accounts are pursued the same as small accounts

0 pts

We know which accounts are large, but strategy is informal

3 pts

Dedicated strategy for major accounts — multi-stakeholder mapping

7 pts

Formal named account plans with stakeholder maps, C-suite engagement, and multi-touch BD cadence

10 pts

Approximately what percentage of your revenue comes from your top 5 accounts?

0%25%50%75%100%

50% of revenue from top 5 accounts

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Dimension 4: BD-Sales Alignment

How aligned are BD, sales, and marketing activities?

How aligned are your BD and sales functions around shared target accounts?

No alignment — BD and sales work from different lists

0 pts

Loose alignment — some shared targets, no formal handoff process

3 pts

Good alignment — shared target list, documented handoff criteria

7 pts

Full alignment — joint account planning, weekly BD-Sales review, shared pipeline ownership

10 pts

How quickly does your team follow up on a BD-sourced introduction or warm lead?

Days or longer — no defined follow-up protocol

0 pts

Within 24 hours — informally

4 pts

Within 4 hours — with documented handoff

7 pts

Within 1 hour — automated alert, assigned rep, documented intake

10 pts

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Dimension 5: Territory Coverage

How systematically do you develop your geographic or vertical territory?

How would you describe your territory BD coverage?

No defined territory — we respond to whatever comes in

0 pts

Loose territory — geographic region or vertical, not formally mapped

3 pts

Defined territory with account list and some systematic coverage

7 pts

10 pts

Formally mapped territory — documented accounts, coverage frequency, whitespace analysis

What percentage of your target territory are you actively developing BD relationships in? (estimate)

0%25%50%75%100%

30% of territory actively covered

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Dimension 6: Executive Access & Relationships

What's your depth of C-suite and decision-maker access?

How strong is your executive-level BD relationship network in your target market?

Minimal — we rarely have access to C-suite or senior decision-makers

0 pts

Some — we have a few executive relationships but access is inconsistent

3 pts

Good — we reliably engage at VP/C-suite level within our accounts

7 pts

Excellent — established C-suite network with warm introduction capability to new targets

10 pts

Do you have a strategy for building executive relationships in accounts you haven't closed yet?

No — we rely on inbound interest or chance referrals for executive access

0 pts

Informal — we network at events but without a defined executive access strategy

5 pts

Yes — documented executive engagement strategy: events, introductions, roundtables, direct outreach

10 pts

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Dimension 7: BD Technology Stack

What technology supports your BD function?

Which best describes your BD technology stack?

Email and memory — no CRM or BD tooling

0 pts

Spreadsheet or basic CRM — limited BD-specific configuration

3 pts

CRM + outreach tool (e.g. HubSpot, Apollo, Outreach) — moderate configuration

6 pts

Full BD stack — CRM, outreach automation, intent data, territory mapping, reporting dashboards

8 pts

Full stack + AI-assisted BD (AI prospecting, AI outreach, predictive signals)

10 pts

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Dimension 8: BD-Sourced Pipeline

How much of your pipeline originates from proactive BD development?

What percentage of your current pipeline was generated by proactive BD (not inbound or referral)?

0%25%50%75%100%

20% proactively BD-sourced pipeline

How would you rate the consistency of your BD pipeline generation?

Unpredictable — feast or famine, heavily referral-dependent

0 pts

Somewhat consistent but with significant monthly variance

4 pts

Mostly consistent — reliable BD-sourced opportunities each month

7 pts

Highly predictable — measurable BD-sourced pipeline with targets and tracking

10 pts

BD Readiness Score (0–100)

Your BD Readiness Assessment

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Score Breakdown by Dimension

Each dimension scored 0–20 points

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Revenue Opportunity Estimate

Based on your score and McKinsey / Bain / HBR research benchmarks. Adjust inputs below.

Current Annual Revenue ($)

% Revenue from Top 5 Accounts

Average Deal / Contract Value ($)

BD-Sourced Pipeline % (current)

Projected Impact of Formalizing BD (12-Month)

Incremental Revenue
(McKinsey 2.3x model)

Account Expansion
(Bain 50% model)

Deal Value Increase
(HBR whale account model)

BD-Sourced Pipeline
at 60% BD contribution

Estimates are projections based on published research benchmarks — actual results vary. Sources: McKinsey, Bain & Co, HBR, Forrester.

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Priority Gaps & Recommendations

Based on your lowest-scoring dimensions

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