Pitfalls of a Lone Business Development Manager
Knowing when to expand your business globally is never easy, but if you believe your company is ready to evolve, then the next step to consider is how to execute your growth strategy and by who.
You may look to set up a separate company, a sales team or partner up with a local agency to help you scale. However, small business owners often favour hiring a local lone business development manager to drive the early stages. There are many challenges to consider when assigning such a task to a single individual to execute independently.
Lack of direct oversight
One of the biggest drawbacks of hiring a lone business development manager is the inability to witness how they are performing. When managing operations internationally, communication is crucial and you need to ensure you converse on a weekly basis. You will predominantly measure performance and progress by setting quantifiable targets. However, there will be times you will depend on the business manager’s honesty.
There will be occasions where problems arise. Some business development managers will omit facts. When deciding who to lead your operations abroad, bear in mind there will be times when you will need to question their credibility.
One dimensional experience
The role of a lone business development manager is not a straightforward one. Business managers are expected to network, generate leads, meet prospects, write proposals and manage accounts. Fundamentally, they need to be a marketer, a sales professional and a strategist in equal measures.
This takes an enormous amount of reliance on a single individual to undertake a number of different tasks and to do them well. Business managers need to be thinkers, doers and create value by making connections.
It is highly unlikely that you will be to locate an individual that is a master of all trades. Most candidates will be capable of carrying out the role. However, when undertaking so many different jobs at once, it is difficult to excel at any one. Business managers will do the necessary to get the work completed. As a result however, they are not able to really maximise their strengths.
Another characteristic of a lone business development manager is that they are driven by a fear of failure. This is due to the responsibility enlisted in one person to be successful. They need to carry out the strategy effectively and be continually be aware of costs and timeframes.
As a result, business managers often lack focus. They are unlikely to be thinking about the long-term goals or personal development, which is necessary to develop key competencies.
A lone business development manager can stall growth
It is the duty of the lone business manager to identify opportunities and to enlist a new client base that would justify the need for further expansion. By enlisting only one individual to manage operations during, you are inadvertently delaying how quickly you can scale your business.
It takes longer to reach the level of growth and you will eventually need to expand the team. Your business development manager will not be able to sustain the business by themselves so you will need to think about employing. The recruitment and hiring process can be costly and time-consuming. This will only delay you further. In an industry where software companies must scale quickly in order to remain a success, time must be spent wisely.
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