“Reading your pipeline.” What does that even mean? Don’t you just look at a list of opportunities and “progress” or “advance” each one? I’m pretty sure someone smarter than me thought about this long and hard and came up with 200 steps to develop a Government...
‘My pipeline isn’t big enough. We aren’t winning enough new work. We’re not hitting our financial projections. We “lost on price” yet again.’ You might start questioning your business development efforts, proposal writing skills, processes, and/or people for any or...
So you have a proposal to write, yet here you are participating in yet another inane group conversation that may include more than one agenda, a lack of clarity about who’s in charge or which way the team is proceeding, social loafing, grandstanding, or other...
A colleague once told me the story of how he got started in business development. He learned a trade in the armed forces, got out, and started working as a technician of some sort. The company he worked for was a Government contractor. He enjoyed his work well enough,...
Get This FREE Webinar Below There’s no easy way to produce a quality proposal, but there are countless ways to produce a substandard proposal that stinks. No matter how great your ideas are, they can’t be evaluated if they’re not on paper. You may...
When I was teaching our Advanced Capture Management class this week at a client’s company, one of my students made an astute observation that I wanted to share with you. During the strategic competitive analysis discussion, I was explaining Michael Porter’s Five...
