Now FREE To Participants – A $750 Value
We look forward to and appreciate your participation. We are confident the survey’s results will be an asset as you align performance, pay and incentive plans to your organization’s business development sales objectives and strategies.
Fill in the following to obtain participation information, a survey order form, survey instructions and data submission template. You will receive an email notification with download instructions.
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Business Development Performance and Pay Survey
A Survey Exclusively for Defense and
Homeland Security Contractors
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Positions – Each with multiple levels delineated by role/responsibility and typical years’ directly related experience
- Top Executive – Business Development
- Director – Business Development
- Capture Manager
- Business Developer – Deal Acquisition
- Business Developer – New Customer Acquisition
- Subject Matter Expert
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- Manager – Proposal/Technical Writing
- Manager – Estimating/Pricing, Bid Management
- Estimating and Pricing, Bid Management Specialist
- Researcher
- Proposal/Technical Writer
- Sales Support Generalist
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Pay Elements
- Total pay – target and actual
- Sales incentive – target and actual
- Non-sales incentive
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- Other awards
- Base salary
- Pay mix – target and actual
- Salary range midpoint
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Performance Elements
- Financial – growth, profitability, backlog
- Bid-win ratios
- Performance expectations and results versus goals
- Productivity – per business developer, per business development team, mix of high and low performers
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- Spans of control
- Business development process effectiveness
- Effectiveness of information exchange and collaboration
- Time to productivity of new hires
- Employee turnover
- Business development improvement initiatives
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Practices
- Incentive payout deferral and residual/trailer payments
- Performance metrics and weighting
- Team versus individual contributor incentive practices
- Payout caps
- Metric and goal alignment
- Returns on incentive and total pay spends
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- Sales incentive plan effectiveness
- Special pay arrangements
- Performance-based incentive payout differentiation – individual contributors and business development teams
- Security clearance premiums
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