Introduction
Business development at Rodgers Security Solutions (RSS) follows a structured process designed to ensure that every opportunity is clearly defined, properly evaluated, and aligned with the company’s capabilities.
This process helps prevent miscommunication, operational issues, and unprofitable engagements. It also ensures that only viable opportunities move forward to the sales stage.
Understanding this process is essential to performing your role effectively and supporting the organization’s growth.
The RSS Business Development Process
Business development at RSS follows a step-by-step workflow:
- Lead Identification
- Lead Intake
- Lead Organization & Tracking
- Qualification (Commercial Review)
- Operational Feasibility (Staffing Review)
- Go / No-Go Decision
- Sales Engagement (if approved)
Each step plays a specific role in ensuring that opportunities are handled in a structured and controlled manner.
Step 1: Lead Identification
Opportunities can come from various sources, including:
- Inbound inquiries (email, website, referrals)
- Event listings or public opportunities
- Existing client requests
At this stage, the goal is simply to recognize a potential opportunity.
Step 2: Lead Intake
Once a lead is identified, the next step is to gather all required information.
This includes:
- Client name
- Type of service needed
- Location
- Dates and duration
- Estimated staffing needs
- Contact information
If key details are missing, the lead is considered incomplete and must be clarified before moving forward.
Step 3: Lead Organization & Tracking
All leads must be documented and tracked in a centralized system.
This ensures:
- Visibility across the team
- Accountability
- Consistent follow-up
Typical lead statuses include:
- New
- Incomplete
- Ready for Qualification
- Escalated
Step 4: Qualification (Commercial Review)
At this stage, leadership evaluates whether the opportunity is viable from a business perspective.
This includes:
- Clarity of scope
- Realistic timeline
- Budget alignment (if available)
- Decision-making authority
The goal is to determine whether the opportunity is worth pursuing.
Step 5: Operational Feasibility (Staffing Review)
Once an opportunity is commercially viable, it must be evaluated from an operational standpoint.
This includes:
- Availability of security personnel
- Supervisor coverage
- Scheduling feasibility
- Risk considerations
An opportunity that cannot be staffed should not move forward.
Step 6: Go / No-Go Decision
Based on qualification and feasibility, a decision is made to:
- Proceed (Go)
- Decline (No-Go)
Not all opportunities are accepted. This step ensures that the company focuses on opportunities that are realistic and aligned with its capabilities.
Step 7: Sales Engagement
Only after an opportunity has passed all previous steps does it move into the sales phase.
At this stage:
- Solutions are presented
- Pricing is structured
- Agreements are finalized
Your Role in This Process
As part of the business development process, your role is focused on the early stages:
You are responsible for:
- Identifying potential leads
- Capturing accurate and complete information
- Organizing and tracking opportunities
- Preparing leads for review
You are NOT responsible for:
- Qualification decisions
- Staffing decisions
- Pricing or negotiation
- Closing deals
Key Principle
Each step must be completed before moving to the next.
Skipping steps can lead to:
- Incomplete information
- Misaligned expectations
- Operational challenges
- Financial risk
How This Applies to Your Work
When you receive or identify a lead, your responsibility is to:
- Capture complete and accurate information
- Ensure the lead is properly documented
- Identify any missing details
- Prepare the lead for the next stage
You are helping move opportunities through the system—but not making final decisions.
Key Takeaway
The RSS business development process is designed to ensure that:
- Opportunities are clearly defined
- Risks are identified early
- Resources are used effectively
- Only viable opportunities move forward
Your role is a critical part of this process. By maintaining accuracy, organization, and consistency, you help support controlled and sustainable growth.