Case Study: Elevating Strategic Capability in Central Africa Through the BDA BoCK™ Framework

Client Profile:

A mid-sized advisory firm based in Nigeria, working with regional government agencies and international development organizations. Despite a strong local presence, the firm struggled to scale beyond national borders or position itself as a trusted authority in business development strategy.

The Challenge:

The firm faced three critical challenges:

1. Lack of Structured Competency: Business development activities were reactive, fragmented, and lacked a unified strategic framework.
2. Credibility Gaps: It was difficult to compete for projects funded by international donors without recognized standards or credentials.
3. Limited Talent Development: Their internal teams had no access to globally recognized methodologies, leading to inconsistent client delivery.

BDA’s Support Approach:

BDA initiated a capability-building program based on the BDA Body of Competency and Knowledge (BoCK™) to help the firm:

• Structure Their Internal BD Function: Introducing a common language across strategy, partnerships, opportunity development, and value delivery.
• Apply Standardized Tools: The firm integrated BDA’s BD Diagnostic Matrix and Opportunity Canvas to evaluate client projects and strategic pathways.
• Upskill Team Members: Managers received guided orientation on the 14 competencies within the BoCK™, enabling them to realign service offerings to market needs.
• Embed Governance Thinking: With the governance dimension of the BoCK™, the firm restructured its decision-making processes to better align with impact-driven clients.

Results Achieved:

Within 6 months:

• Improved Win Rates: The firm’s proposal success rate rose from 22% to 51% on regional development contracts.
• Talent Retention Boosted: Staff engagement improved due to clearer roles, learning paths, and career structure around the BoCK™.
• Strategic Positioning: The firm was invited to collaborate on a national transformation roadmap with a cross-sector government committee.
• Increased Revenue Streams: Service packages became more modular, enabling productized offerings based on BD maturity stages.

Lessons Learned:

This case highlights how applying a globally recognized BD competency model can empower even mid-sized firms to transcend operational silos and operate with greater strategic intent. The BDA BoCK™ was not introduced as a ‘training’ tool but as a transformation enabler embedded across culture, strategy, and delivery.