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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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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Master a Never Ending Dialogue with your Customer to Guarantee a Winning Re-compete

How to overcome the pitfalls of being the incumbent in government contracting. Regardless of current belief, becoming the contractor of choice doesn't happen overnight. Winning the business takes [...]

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Project Management: Opportunity Lost and Cost?

Project Management... it's where the rubber meets the road. It's the font line. It's where technical services firms engage their clients. But it's also where senior managers have the least [...]

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The Art & Science of Opportunity Identification & Qualification

Much has been written about the Capture and Proposal Management Process (CPM). At most government services organizations CPM is a well defined, documented and integrated procedure. Likewise, most [...]

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Opportunity Identification & Qualification: Bid Smartly Or Walk Away

The impact of the MBD (OI&Q)i Phase on revenue generation With commercial markets reeling in today’s economy, future revenue growth is becoming more uncertain. With increased competition for [...]

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Sales In An Age of Falling Multipliers – Training Scientists and Engineers to Develop New Business

Over the past 30 years, the consulting engineering business has become increasingly competitive. Advances in technology from Fed Ex to Fax and, of course, in all aspects of computerization have [...]