The first step in the development of a strategy is to fully understand where your new business came from in the past and what you did to get it. This will require you to gather a few years of data, because many times what we think happened may be a bit different than what actually occurred.

Best practice dictates that companies have a business development policy in place. It provides the guidance needed to ensure successful growth of the company. It also helps to mitigate risk. Once a policy is established a process for implantation is the next step to drive consistency in execution and messaging. The following are some of the questions you should be asking and answering as you put your plan into place.