Expectations of Technical Experts for Business Development


    Which of the following best describes your company’s business development expectations of service account managers (i) Now and (ii) in the Future?

    Level 1 - Focus on fixing problems and meeting services objectives and leaving all business development tasks to sales.

    Level 2 - When the client mentions potential opportunities, communicate these opportunities to sales.

    Level 3 - Actively look and listen for client opportunities, qualify the client need, then pass them on to sales.

    Level 4 - Actively look, listen, and research opportunities, qualify the need, and work with sales to develop proposals.

    Level 5 - Actively look, listen, and research customer opportunities, qualify the need, develop the proposal, and present it to the client.