By Nicholas T. Miller
How certain are you that your professional staff will meet or exceed their business development goals this year?
While virtually all service firm managers will confidently answer, "We'll make it,” experience tells us that many won't, and that a significant portion of them will be surprised toward the end of the year. Yet there are clues that will tell you whether your managers are assessing and reducing the risks of not meeting revenue targets?
Two Types of Risk
There are two types of risk in business development forecasts and results. Systematic risk refers to uncertainty driven by changes in the economy as a whole. Unsystematic risk, on the other hand...
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