Poor performance of business development team at Outsourcing Department in First Alliances Ltd.

Abstract

Nowadays, in Vietnam, there are many companies operating in the field of Human Resources services. Established in 1998, First Alliances is one of the largest Human Resource consultancies in Vietnam specializing in Executive Search & Selection, Human Resource Outsourcing, which includes payroll, staffing, and Recruitment Process Outsourcing. With the increasingly fierce competition, in order to keep a firm's competitive advantage, the company needs to not only better serve the needs of customers, but also to build up its sales activities. However, First Alliances Ltd. has not yet built up a viable effective long-term sales strategy. Conversely, the sales performance has reduced in the past year, which leads to a drop in revenue for the corporation. According to the company's data, the number of clients who successfully signed service contracts after bidding with First Alliances decreased, leading to a decrease in the company's revenue. The sales of Outsourcing Department's services are carried out by the Business Development team. The purpose of this study is to investigate why the sales of this team decreased recently. Therefore, the topic Poor Performance Of Business Development Team At Outsourcing Department In First Alliances Ltd. is raised to evaluate the performance of the sales team, offer solutions to contribute to maintaining sales activities, increase competitiveness and promote the development of the company. Based on the analysis as well as the company view, it is recommended that the firm should target its human capacity. On this basis, an increasing in headcount of the team is proposed, as this aligns with the company’s key needs. Furthermore, an enhancement in internal training is proposed to improve the necessary knowledge and skills in sales activities. By adopting these recommendations, the key issue of Business Development team is expected to be resolved. Last but not least, a completed implementation plan for the most alternative solution is proposed, which is hiring a Business Development Manager. As such, the performance of the team is expected to be improve, and of a similar time, driving the success of First Alliances in the near future.