ABSTRACT
Business development projects may be a term used in business to business marketing, also known as new customer projects, market development or external client type projects. They involve securing a new customer for existing products or services, usually with a new contract, or contract renewal with an existing customer where the customer is likely to consider their options to take their business elsewhere. The fourth risk attribute in the project opportunity cluster, the quality of customer supplier was added after a review meeting where the group finance director suggested that financial risks were perhaps not adequately covered. Even where the project does not gain approval, the time spent on risk assessment would not have been wasted. According to the risk return matrix the company had in use at the time, the project return would need to be in excess of 18 per cent for this project to even be considered by the group board.
