The scoreboard, honestly: the hard targets, how often each one is actually looked at,
and the quiet human signals that never make it onto a dashboard.
International Revenue Growth from New Markets
The percentage of total company revenue growth attributable to new market entries or strategic acquisitions within your theatre.
Target · Contribute 15%+ to annual company revenue growth.If the company grows by £100M this year, £15M of that should come from the new markets or partnerships you've driven.
Portfolio ROI (Return on Investment)
The 3-year aggregate return on capital invested in new market entries and acquisitions within your theatre. This isn't just about revenue; it's about profitable growth.
Target · Achieve a 3-year ROI of >20% on invested capital.If we've invested £5M in three new market entries over the last 3 years, we'd expect to see a cumulative profit of at least £1M from those ventures.
Deal Velocity & Conversion Rate
The average time from initial strategic screening to deal close, and the percentage of qualified opportunities that result in a definitive agreement.
Target · Reduce average deal cycle to under 9 months; convert >25% of qualified opportunities.Last year, our average deal took 12 months. You'd aim to streamline processes to get that down, say, to 8 months, while ensuring quality.
Team Attrition & Development
The voluntary turnover rate within your direct and indirect team, and the number of individuals successfully promoted to the next level.
Target · Maintain team attrition below 10%; promote 2+ individuals to the next level annually.If you have 50 people in your organisation, no more than 5 should voluntarily leave each year, and you'd be expected to identify and develop at least two future leaders.
Strategic Foresight & Market Positioning
Your ability to anticipate market shifts, identify emerging opportunities, and position the company advantageously in new territories, often before competitors.
- You're regularly presenting proactive strategic recommendations to the C-suite. Your team's market entry playbooks are adopted as best practice across the organisation. We're seen as a leader, not a follower, in new markets.
Internal & External Reputation
How you and your team are perceived by internal stakeholders (e.g., C-suite, regional GMs) and external partners (e.g., potential targets, advisors).
- You're the first call when a major strategic question about international growth comes up. External partners actively seek us out because of our reputation for fair, effective deal-making. Your team is seen as a trusted advisor, not just a deal-closer.
Talent Development & Mentorship
Your effectiveness in coaching, mentoring, and developing the next generation of international business development leaders.
- Your direct reports consistently rate you highly on coaching and development. You've got a clear succession plan for key roles. Your team members are regularly sought after for cross-functional projects because of their strong capabilities.