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White Papers

Enjoy our library on various topics including basic how to do business development topics to sophisticated strategy and planning thought leadership papers. If you have suggestions for future white papers, please let us know.

MBDi-White-Paper

Should Your Key Personnel Major or Minor in BD?

What Non BD Professionals Require To Do Professional BD Work

MBDi-White-Paper

Culture. Leadership. Strategy.

Why Culture Change is the Real Catalyst Driving Business Development

MBDi-White-Paper

Think Strategy Alone Empowers Revenue Growth?

The limitations of changing your strategy without changing culture

MBDi-White-Paper

Work Upstream or Left of Capture to Drive Revenue Growth

How early shaping Client Engagement controls capture and guarantees revenue results

MBDi-White-Paper

Thinking of Cutting Professional Development? Think Again.

How great organizations get lean without jeopardizing long-term returns

MBDi-White-Paper

The How of Elevating your Probability of Win

The Secret Formula to win business in GovCon’s New Normal

MBDi-White-Paper

From Flag Officer to Business Development Trainee

Hiring retired senior military personnel for Business Development positions is a common practice in the Government Contracting industry.

MBDi-White-Paper

How the CIA Intelligence Process Can Impact Your Revenue Growth Objectives

Incorporate a Proven Intel Gathering Strategy to Fortify Decision-Making and Drive Revenue Results

MBDi-White-Paper

Standing Up a Business Development Strike Team

Do You Need a Special Ops Team of Super Hunters for Your Organization?

MBDi-White-Paper

Shapers, Fakers and Order-Takers

Do you want winners or losers in your restructured Business Development organization?

MBDi-White-Paper

Sustained Revenue Growth Is Not a Given

Whether privately held, employee owned or a public corporation, revenue growth is generally the prime consideration for any business entity.

MBDi-White-Paper

The State of Government Contracting 2011 and Beyond

Business has changed in the past few years and with it the Government Services industry.

MBDi-White-Paper

Top Ten List for International Business Development Success

Guidelines for leveraging products and services to international military/defense markets in Government Contracting

MBDi-White-Paper

Revenue Growth: Moving the Needle in Tough Times

Determining Barriers & Overcoming Obstacles to Growing Revenue in a Recessionary Economy

MBDi-White-Paper

Source HUMINT Not Data to Improve Your Win Rates

Want to get inside your customer’s head and discover the real issues? Then go to the source and just ask!

MBDi-White-Paper

Change the Game: Drive Revenue Growth with a New Structure Strategy

Lifting a page from the small company Business Development playbook can be a game-changing strategy in this transformed environment.

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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.