FEBRUARY 24, 2022 – Washington Technology |
Many BD and sales professionals complain about having a great meeting with a prospect and then never getting calls or messages returned. Often it’s because of the wrong preparation for that first encounter.
Much has been written about motivation, and experts agree that effective motivation is ultimately self-motivation. We are motivated to either avoid a pain or pursue a pleasure. Motivation can either …
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 unquestionably the type of expertise and experience your company possesses. So you need to immediately gather the troops and get everyone started on writing the proposal. A no-brainer right? Wrong. Before you do anything, you need to answer these questions. Do you really know this customer and truly understand the issues behind the proposal? And even more importantly; does this customer know you? If not, you may be in serious trouble.
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 …
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 …
Leverage Your BD and PM Assets for Greater Growth Capacity Read More »
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 effective in the role. Any one of these three attributes is powerful by itself. Acquired together, they provide a formidable advantage for the professional in Business Development and sets us apart from our competition.
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 capability in project management. …
Is your firm positioned for both Strategic and Organic revenue growth? Read More »
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 your …
Is your Business Development team fit to tackle the revenue growth challenges ahead? Read More »
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 …
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 decision …
Confronting the new reality of developing business in the federal government arena? Read More »