In Parts 1 and 2 of this four-part series, we identified the three main reasons we’ve found that companies fail at federal contract business development: Too few opportunities in the pipeline to meet growth goals No review process to check each opportunity’s capture...
We have spent decades conducting business development and leading proposal efforts for our Government contractor clients, and we have won over $22 billion in funded work for them. Over time, we have seen the same mistakes come up repeatedly in different...
As a business owner, we know you recognize that you are ultimately responsible for achieving excellence in business development, which requires constant honing of your skills. Proposal professionals must constantly look for new training and professional challenges....
We’re continuing along with the question, “What should you have in your business developer’s toolkit?” In addition to a capability statement and unsolicited proposals, you should also have white papers and point papers. A white paper is a thorough report that presents...
“The supreme art of war is to subdue the enemy without fighting.” The Art of War by Sun Tzu When we talk about the goals of federal business development and capture management at our Bid & Proposal Academy training courses, we pragmatically reduce them to only...
The Government has an annual goal to award 23% of all eligible prime contracts to small businesses. This is good news because that means you have a lot of opportunities. The bad news is that you don’t have the time to filter through each opportunity properly to...
