Business Development Model
The objective was to develop a model for a sales and support
services organization where sales prospecting lead to a proof
of concept and then to a phase I and phase II deployment. Because
of the investment required to develop resources to support the
pre-sales, proof of concept and deployment efforts the intent
was to project the resource requirements based on some assumptions
about the sales efforts. Resources to be used were a combination
of in house and contract resources, each of which required a substantial
investment in training.
Figure 1 depicts the generalized relationship model that was
developed as a foundation for creating the simulation model.
Figure 1 - Business Development Relationships [Vensim
PLE v5.4b - bmodel.mdl]
The model in Figure 1 was translated into a multi-stage ithink
model and evaluated with various sets of initial assumptions in
an attempt to get a handle on the resources that were likely to
be required over a period of two years.
Figure 2 - Resources, Cash Flow and Utilization [ithink
model bmodel.itm, 924k]
Figure 2 presents one of the outputs from a set of initial
assumptions. I'm not sure we utilized the model to the extent
we could have though it is offered here as an example. There are
extensive comments embedded in the model that should provide a
sufficient understanding of the assumptions that were made.
theWay of Systems
Copyright © 2004 Gene Bellinger