Business development requires the right attitude, but also investments. The advantages of systematic development are recognized at all levels of almost every organization, but choosing the right information system to support it is often a very challenging task. Even if the goals are well defined, there is a fair amount of disagreement about the route leading to them.
Almost without exception, the person responsible for the development of a certain area has to sell what he thinks is the best solution to the company’s decision-making bodies. Despite the fact that they all share common goals, the valuations vary. This is natural in the sense that the needs of the person responsible for development are very different from those of the person making the procurement decision.
Here are a few tips on what your manager expects from an information system intended for business development. By following them, the selection of the information system goes smoothly and cost-effectively.
1. All the information needed to make a decision can be found in one place
Digitization has brought with it a truly vast selection of the most diverse solutions, with the help of which it is possible to do development work. It is more the rule than the exception that digital services focus on solving some very precisely defined problem.
In practice, however, development challenges are located in a fairly wide area. Some may be self-evident, while others are less frequently located in the areas under review.
However, everything should be taken into account in some way, which means that very quickly there are countless different precision tools in use. It follows from this that, in addition to doing the actual development work, the people responsible for the development work must separately collect information that helps in decision-making for processing.
The best option is to choose a tool that collects all the necessary information in one place. Effortless accessibility of information is a feature that every decision-maker knows how to appreciate.
2. Visibility into practical measures enables resourcing
People who use software and information systems as their main job are naturally interested in their usability, the sophistication of the operating system and the various functions it can perform.
However, the decision maker looks at the business from a slightly different point of view.
Making a decision requires up-to-date information to support it, but it is not the only quality of information that matters. The quality of the information also matters.
In the best cases, business development tools create visibility not only for the development targets but also for the measures that have been targeted for them. For example, it is of no use to collect reports of near misses and deviations if the information system does not allow you to see what causes them and what is going to be done to improve the situation. And above all, how these development measures are progressing.
In this way, it is possible to target resource decisions precisely and efficiently to the most important development targets.
An information system that combines usability with an up-to-date situational picture is the best option for both the user and the decision maker.
3. Consistent reporting practices support prioritization
In the opinion of many people, reporting is a necessary evil, which they like to avoid as long as possible. Measurable results tend to be seen as unpleasant accusations rather than as an opportunity to find areas of development that could be achieved even better.
Development can take place without monitoring and reporting, but then it is first and foremost a matter of luck.
Reporting is the language in which practical measures and decision makers communicate. Therefore, it is of the utmost importance that they use the same vocabulary, measurement points and metrics.
Prioritization of measures is only possible when different development areas can be evaluated in the same way. Without uniform reporting practices, decision-making is burdened by blind spots, prejudices and distortions.
In brief
The body that decides on the acquisition of the information system is interested in the following things:
- All information supporting decision-making can be easily found in the same place
- An up-to-date situational picture of the development sites is needed to support resourcing
- Uniform reporting methods enable development targets to be prioritized