As Government Contractors, Your Probability of Win is Dependent on What Takes Place Prior to the Capture Planning Stage.

As federal government contractors, knowing the importance of capture planning and capture management is paramount to achieving a higher number of winning proposals. But more often than not, government contractors ignore, dismiss, or simply do not understand the criticality of the role and responsibilities of business development prior to the capture planning stage.

The most critical stage of the business acquisition process is the initial stage prior to the capture planning process

It involves the following:

  • Accurate Opportunity Identification and Qualification
  • Gathering the Right Human Intelligence (HUMINT®)
  • Shaping the RFP versus Chasing the RFP
  • Working an Effective Client Engagement Process (or Customer Engagement Process, CEP, etc.)

Knowing the “what” and the “when” is not enough. Government contractor Business Development professionals need to be experts in executing the “how to”

 As in:

  • HOW to identify the right opportunities
  • HOW to accurately qualify opportunities that will lead to a winning proposal
  • HOW to gather the right human intelligence
  • HOW to shape the RFP in advance so the requirements more closely match capabilities
  • HOW to engage the customer as part of a formal engagement process

And, It’s Not Just About the What, When, and How. There’s Also the Who.

In addition to knowing the what, when and how of the initial stage of the federal government contractor business development life cycle, having the right business development personnel or “who” in place to initiate the federal acquisition process can dramatically impact your capture management process as well as your proposal management process.

If the wrong individual(s) is identifying and qualifying opportunities, gathering HUMINT®, shaping the request for proposals, and engaging the customer, it can potentially have a negative ripple effect through each stage of the entire business development process. The end result? A post proposal submittal review that shows key steps and key information were missed by the individual(s) in the role of business development that lead to a failed capture management plan.

We Train Your Business Development Team to Prevent the Negative Ripple Effect Causing Your Low Win Rates

Interior-Education-Coaching1
Pre Capture Planning Training
The best business development training offers your BD team not only knowledge about the “what” and “when” but most importantly the “how” to ensure your capture management and proposal management teams are set up for success before Gate 1 and Gate 2.

Before proceeding, would you first like to

speak with a few of your industry peers?

Contact Us

Thank you for your interest in MBDi. Please fill out the contact form below and one of our team members will be in touch with you shortly.

0
In this White Paper you will learn:
  • The different psychological profiles of BD Majors verses BD Minors
  • Criteria to evaluate personnel for a BD role
  • Why behavioral psychology is a critical knowledge competency for success in Business Development
  • The four distinctive BD roles and how to understand, assess and coach those individuals critical to revenue growth
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • The eight-element approach to turning around revenue growth
  • Critical components for a high performing BD organization
  • Is it possible to change the culture of a BD organization?
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • What a new BD culture incorporates
  • Why BD culture change produces a greater return on investment than strategy
  • How external catalysts are critical to changing BD culture
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Why trust is important in developing business
  • Why a client engagement process mapped to a qualification/disqualification phase is necessary
  • The three early shaping environments impacting your revenue results
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • What the true ROI is for training and development investments
  • How installing a purpose-driven client engagement process impacts pipeline quality
  • Why to fund education, coaching and professional development for effective customer engagement thinking and skills
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • The missing link in most Business Development processes
  • What is HUMINT® and why it's a critical component in intelligence gathering
  • How credibility in BD is determined by the level and type of questions asked
Your Information will never be shared with any third party.
Issue Paper:
  • Hiring retired senior military personnel for Business Development positions is a common practice in the Government Contracting industry. No matter how rational the custom of having retired military personnel call on their former subordinates now running government agencies or departments may seem, this scenario actually produces three troubling contradictions, one each from the individual, the corporation and the marketplace.
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Key Indicators of Revenue Growth Stagnation or Contraction
  • Stovepipe to Strategic: Restructuring the Business Development Model
  • Steps for Implementation
  • Assess the Present State of a Business Development Organization
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Indications of Business Development model problems
  • Business Development Strategy, Planning and Capabilities
  • Opportunity Identification & Qualification vs. The Crystal Ball.
  • Business Development Professionals vs. Door-Openers and Butterfly Catchers
Your Information will never be shared with any third party.
Issue Paper:
  • Few positions have the success of an organization weighing upon them like those in Business Development.
  • Once the hiring decision is made, a substantial and long-term investment of time and finance is required to launch the individual to the point where they are building relationships, qualifying and shaping opportunities and building a pipeline.
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Do You Need a Special Ops Team of Super Hunters for Your Organization?
  • Should You Stand Up a BD Strike Team?
  • Characteristics of a BD Strike Team Leader
  • Stand Up and Deliver: The Strategic Advantage
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • A proven Intel Gathering Strategy to fortify decision-making and drive revenue results
  • The difference between companies that make good “Pursuit/No Pursuit” decisions and those that don't.
  • The five stages of the Intelligence Cycle
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Lifting a page from the small company Business Development playbook can be a game-changing strategy in this transformed environment.
  • Game-Changing Structure Strategy
  • The Case for Professional Development
Your Information will never be shared with any third party.
Issue Paper:
  • Want to get inside your customer’s head and discover the real issues? Then go to the source and just ask!
  • Are you gathering Data or Source HUMINT ®
Your Information will never be shared with any third party.
Issue Paper:
  • Determining Barriers & Overcoming Obstacles to Growing Revenue in a Recessionary Economy
  • Moving the Needle in Tough Times
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Guidelines for leveraging products and services to international military/defense markets in Government Contracting.
  • Top Ten List for International Business Development Success in Government Contracting
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • The different psychological profiles of BD Majors verses BD Minors
  • Criteria to evaluate personnel for a BD role
  • Why behavioral psychology is a critical knowledge competency for success in Business Development
  • The four distinctive BD roles and how to understand, assess and coach those individuals critical to revenue growth
Your Information will never be shared with any third party.