Business Development Gap Analysis
Defining the Desired Future State
The second step in a business development gap analysis focuses on defining the desired future state, what success should look like for your organization’s growth and market position. This means setting clear performance goals, outlining the capabilities needed to achieve them, and ensuring alignment with evolving client expectations, competitive landscapes, and industry trends. By establishing a measurable and strategic vision, this step provides a precise target for improvement and guides all future business development initiatives toward achieving meaningful results. At Busillions we collaborate with our clients through the following processes:​​
Identifying Target Performance Metrics
For example: Higher lead-to-close ratios, increased average deal size, stronger client retention, and improved partnership success rates.
Defining New Capabilities or Improvements Needed
For example: Advanced CRM utilization, enhanced sales enablement tools, structured partnership programs, or expanded market research capabilities.
Clarifying Expectations, Benchmarks, and Trends
For example: Understanding client and stakeholder expectations, assessing competitive benchmarks within your sector, and staying ahead of emerging business models or market shifts.​
According to BABOK®, this step aligns with determining what your organization wants to become and what changes are required to realize its full business value. In a business development context, this process gives direction and focus to all growth initiatives by making the desired state measurable, strategic, and actionable, providing a clear and attainable target for closing the gap.​