The Change Challenge: Strengthening our business development strategy

Working with Salesforce to create a single system to manage the commission lifecycle

Realising positive change is at the heart of everything we do for our clients and the success of this project has shown that we practice what we preach. We now have a system that’s in line with our growth ambitions and we’re quickly growing our team of business development gurus. Despite pandemic-related challenges, we’ve come on a valuable journey in the last six months and long may the progress continue!

Luke Taylor, Programme Manager


Our team set out to transform Entec Si’s business development processes by implementing a single go-to system for all of its relevant activities.

The project involved choosing an effective platform for consolidating the business’s various data sources, sharpening the team’s business development skills and choosing a process that was the right fit for Entec Si. This needed to cover the entire commission lifecycle, from leads to account management.


Taking a step-by-step approach to the transformation process allowed us to build up our knowledge of Salesforce while ensuring that each stage of the project went smoothly, from inputting data to developing reports, dashboards and forecasting.

Working with an expert coach allowed us to strengthen our knowledge of business development best practice, highlighting the importance of building valuable long-term relationships with prospective clients.

By considering the entire commission lifecycle and a suitable meeting structure, we agreed on a fit-for-purpose business development process.


  • Adopting an attitude of continuous improvement 
  • Managing business development activities 
  • Increasing team engagement with business development activities 
  • Enjoying great results in terms of new commissions


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