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Is Your Company in a Graveyard Spiral?

OK. You just spotted an RFP on the Federal Business Opportunities (FBO) website that is a perfect match for your government contracting business. It’s exactly the kind of work you do and [...]

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Do You Major or Minor in Business Development?

It stands to reason that if you are in the business of selling technical services then all of your technical professionals must – at a minimum – aspire to be proficient in their respective [...]

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Can A Farmer Learn To Hunt?

We are often asked by our clients whether you can move a Shepherd or Farmer in Business Development to a Hunter or Warrior. It’s important to understand that making this shift involves much more [...]

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Leverage Your BD and PM Assets for Greater Growth Capacity

Business Development Leaders often ask the key question: “Who is responsible for growing revenue?” In order to answer that question, it is necessary to ask: who are the key players [...]

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Work Left, Invest Right, and Grow Revenue

Times have changed. The reality is that clients and prospects have found new cost-conscious alternatives to address their problems. So, how can we acquire new business and retain a loyal client [...]

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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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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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