The primary missions of business development, capture, and proposal management share the same goal: winning. Successful companies recognize that building the right business development, capture, and proposal processes is key to their growth and survival. The business development lifecycle is primarily composed of four phases – Business Development Phase, Capture Phase, Proposal Phase, and the Post Award Phase as depicted below.
OST Global Solutions has developed the Business Development Assessment Tool (BDAT) to examine your organizations effectiveness in each of the four areas and assess your organization’s health.
BDAT – Business Development Assessment Tool
BDAT assess the following four phases in the business development lifecycle:
Business Development Phase: The business development phase is used to identify, secure, and/or manage relationships with customers and organizations outside of the company. This phase is comprised of planning, analysis, customer engagement, developing the pipeline, and identifying and pre-qualifying multiple opportunities.
Capture Phase: The capture phase is the process of identifying an opportunity, assessing the environment, and implementing winning strategies oriented toward capturing a specific business opportunity. This phase engages with the customer, gathers intelligence, develops the win strategies, analyzes the competition, firms up subcontractors and teammates, and develops the solution showing how operations would be handled.
Proposal Development Phase: A winning proposal is all about standing out from the competition by capturing the attention and the imagination of proposal evaluators. Compliant and compelling proposal themes can make the difference between winning and losing your next bid by providing evaluators with the reasons to pick you.
This phase identifies the requirements and steps necessary to prepare a proposal response including the integration of the RFP requirements with the information obtained through the business development and capture phases, assembling a dedicated team, performing bid-no-bid (BNB) and gate reviews, storyboarding, writing, color team reviews, production, final assemblage of all documents, identifying lessons learned, engaging in discussions, attending government debriefs, securing all work data into a centralized library, and maintaining internal communications regarding the award status.
Post Award Phase: This phase covers implementation of the post-delivery strategy, educating all personnel to recognize opportunities for improvement, and delivering additional services that are outside of the scope of work of the current contract.
Description of what you will receive from this analysis
You will see three outputs based on your responses to the questionnaire. First, you will receive a breakdown of your organization’s effectiveness compared to the industry average displayed as a radar chart as shown below:
Business Development Assessment Tool Radar Chart Example
Second, you receive a dashboard showing the four phases based on your responses to the questions with numeric scores and color coded in green (on target), yellow (needs work), and red (urgent action is required).
Functional Business Development Assessment Tool Dashboard Example
Alt: The functional dashboard shows color codes and percentage of maturity for Business Development, Capture, Proposal, and Post Award activities.
Third, we will display an organizational dashboard detailing the sub-phases that require urgent action, need for work, or that they are on target.
Organizational Dashboard Example for our Business Development Assessment Tool
These three outputs provide you with a view of your overall business development, capture, proposal, and the post award phase status.
The key to being a successful business development organization is to be aware of your strengths and weaknesses, understand where you have issues and concerns, and know when to engage support to become best in class and win more business. OST is a full service Business Development Company specialized in IDIQs that has process, connections, and the resources to support your company by developing what you need to capture multiple task orders and grow. Contact us today for BDAT consultation by emailing us at firstname.lastname@example.org or by giving us a call at 301-384-3350.
Ready to Win More Government Contracts?
Schedule a FREE 45-minute Business Development Consultation with one of our experts or call 301-384-3350. We’ll discuss actionable ways you can grow in the Federal market and tell you exactly how we can help you reach your goals.