Both cradle to grave and business development model pose challenges.
Apologize in advance for the rant on the model, I know your not looking for concerns on the model but ideas to get better, but i think it's important to understand the pros and challenges of what ever model your running.
My personal opinion the challenge that cradle to grave presents is directly on the contact and appointment side. Let's say use your having a good month, 800 leads x 26% appt x 50% show....= 104 customers show correct?
When the customer arrives what's the avg time it take to work the deal... 1-2 hours? Let's say 90 minutes. What is 90 minutes x 104 times a month? Over 9000 minutes of productivity that is not spent making phone calls/prospecting/ generating appointments/ follow up with no shows
If you have a good month getting customers in and working deals, you have less time to prospect tomorrow's business.
Contact - just like sales is a numbers game... If you make "x amount" of calls "y amount" will answer the phone. That being said there are some benefits of cradle to grave as well as benefits/challenges with the business development model.
Maybe some cradle to grave bdc are constantly pumping out high appt/ show numbers (show to close % as well)....with a moderate volume of leads...I would be interested to hear....
how does the first week of your campaign look and have you audited your process to ensure your team is executing properly?
