Want a $100,000 bonus? Below we walk through the basic business development objectives that must be achieved to add $100,000 to your annual bonus funds. For each objective, I have offered an assumption. In your firm, my assumption may not be applicable. If that is the case, replace my assumption with the number or percentage of your firm.

Assumptions
1. 12 % of Earnings Before Bonus, Interest and Taxes
2. EBBIT is 6% of net revenue
3. Net Revenue is 65% of average annual contract revenue
4. Average annual revenue assumes five year contracts
5. Total contract Revenue Value is 50% of Total Proposal Revenue Value
6. Total Proposal Revenue value is 60% of Targeted Business Opportunities
7. Targeted Business opportunities are 30% of Identified Leads

Example:

This example presents the concept that an additional $100,000 in your firm's bonus funds requires identification of almost $1.2 billion in legitimate leads. Perhaps when you replace my assumptions with factors that match your firm's practices you determine that a higher or lower value of identified leads are necessary. Whatever you determine for your firm, this approach can be a valuable aid in setting your firm's business development objectives and strategies.

If you would like to explore how your firm's business development performance might be improved, call or send an e-mail.