How hard can it be to do federal business development? All you need is to be good with people and a willingness to talk to decision makers, right? If it were so easy, why for years has BD been given a bad name, and why have many companies struggled to hire business developers who produce results?
It’s a given – price is important. However, price proposals are often prepared at the last minute, without much review, customization, or polishing. But what can we do as proposal managers?
With capture, many companies focus on the obvious: what are the company’s internal capabilities and the offering – and what can the company do in response to the customer needs. However, there are multiple other factors to take into account when capturing a contract that are all too often overlooked. There is no one right formula for every capture opportunity – but fortunately, I have discovered through years of practice and research that there is a simple model which you can use to tailor your capture effort to your customer and the procurement.
Do you ever yourself in a slump, mired in corporate politics, overwhelmed, or disenchanted? If you ever get in an unproductive state of mind, remind yourself of the five basic principles below.
