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Pick the Role, Set the Goal and Pay the Toll.

To thrive in the “new normal” of Business Development, every component of your individual BD process must be both efficient and effective. What may have enabled you to win [...]

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Questions or Statements?

Stop and take a moment to think about the kinds of questions you ask your Prospects. Is your tendency to ask long, overly focused questions or short, open-ended questions? As a Business [...]

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C3 (Credibility, Confidence & Courage) = Success in Business Development

Credibility, Confidence and Courage are three interwoven factors that are essential to an individual’s success in Business Development. These key elements make us powerful, efficient and [...]

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Know that you have value in the relationship

The distinguishing factor in many business development situations is you as an individual. Know yourself, your principals, your purpose, your values and your ethics. Have confidence in your [...]

Conceptually – Stay outside your comfort zone

In Business Development, it's never about you. It's all about the client and their needs, their concerns, their perspective of the problem, and ultimately, their decision about the solution. In [...]

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Your Purpose Statement

Leadership in Business Development is about character. Being a leader, rising to the top 3% in your profession, is anchored on your principles, ethics and values. Your purpose... what you do for [...]

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Always have a goal; activity is not accomplishment

Do your homework the first time and on every call. Focus it around the Four Cornerstones of Business Development. Pay special attention to people knowledge; what has changed about the individual [...]

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7 Reasons the Best Business Development Professionals Succeed

The field of Business Development is full of tips and tricks to help you increase your wins and avoid losses. However, Business Development professionals know that whats in your head is far more [...]

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To Be Successful in Business Development … Know Your 3-Cs

The 3-Cs, Credibility, Confidence and Courage, are three interwoven factors that are essential to an individual’s success in developing business. These key elements make us efficient and [...]

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Is your firm positioned for both Strategic and Organic revenue growth?

HUNTING VS. FARMING IN BUSINESS DEVELOPMENT  Hunting and farming for revenue growth require two different mind-sets, but the same process. Starting out, many technical professionals build [...]

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Is your Business Development team fit to tackle the revenue growth challenges ahead?

Would you rehire your business development team? If you’re asking this question, it’s indicative that something has gone wrong, whether it be a miscommunication between your capture managers and [...]

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Use Early Engagement to Secure Leadership Buy-In and Company Investment to Influence Your Probability of Win

If you serve in a BD role for any length of time, you will learn that the earlier you identify a qualified opportunity in the acquisition cycle (i.e. Pre-Milestone A or even sooner), the more [...]

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Are you confronting the new reality of developing business in the federal government arena?

In the current business climate in federal government contracting, many companies are evaluating their strategic marketing efforts. Firms are taking a hard look at their results and making the [...]

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Are you embracing a proactive strategy or a “wait and see” attitude to changes in the Defense Industry?

Would you believe that in this day and age, some organizations use crystal balls in their decision making? We have found this to be true, especially as it relates to Opportunity Identification [...]

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4 Strategies of a Business Development Make-Over

Faced with the storm of change, firms in many industries are confronting some challenging economic times and are making major adjustments to survive, compete and ultimately thrive. Doing business [...]

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The 7 Deadly Sins Of Business Development

Sell, Be Sold, or Be Gone There’s a significant transition taking place with the small business community in the defense industry … with new rules for doing business, fewer opportunities and more [...]

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Simple Business Development Metrics

If you are attempting to grow revenue, tackling increased competition for fewer opportunities while opening new markets with a leaned-down organization, the focus must eventually be upon [...]

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Identifying The Hidden Talent In Your BD Organization

Your best new hire may already be on the team waiting to be discovered. What are you doing to find them? Whether advancing revenue through acquisition or strategic or organic growth, the [...]

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Braving The Perfect Storm: Confronting Culture & Control Issues

Remember George Clooney and Mark Wahlberg on their ill-fated fishing trawler in the film, The Perfect Storm? White knuckled, engines at the max, they were striving with every fiber of boat and [...]

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Is Your BD Team Process Driven or Chasing Fly Balls & Butterflies?

If you had to evaluate your Business Development team today and make a determination as to each individual's ability to generate revenue without a pre-existing network, which individuals on your [...]

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