Free guide
Before you hire your next BDM, read this.
You're about to spend three to six months recruiting, a six-figure loaded cost, and a year of management attention on one hire. This guide helps you decide whether one person can actually solve the problem, or whether you need a function.
Inside the guide
A decision guide for founders and CEOs.
Twelve to sixteen pages with worksheets. Inside: the ten questions to ask before the job ad, a fully loaded cost worksheet, a decision matrix comparing an internal hire, an agency and a growth department, and a template for defining a qualified opportunity in writing.
- The hiring reflex: why “we need a BDM” is usually a symptom, not a diagnosis
- Ten questions to ask before writing the job ad
- What a BDM's week actually looks like (and why so little of it is selling)
- The five disciplines inside business development, and which ones one hire can realistically cover
- The true cost of the hire: a fully loaded cost worksheet (salary, commission, tax, benefits, tools, data, management time, ramp)
- The single-point-of-failure problem: what leaves when they leave
- Marketing and sales on one brief: what changes when they share a definition of success
- Person, agency or department? A decision matrix
- Defining a qualified opportunity in writing: a template
- What to expect in the first ninety days of any outbound programme
Written for founders, CEOs and commercial leaders of established B2B companies. No hype, no vendor pitch until the last page, and even then it’s a comparison, not a sell.