Every business needs a pipeline, which contains all the opportunities the business is chasing along with: Associated values Key dates, such as RFP release and award dates Critical information on each opportunity Business development performance metrics, such as: bid...
We created the Blueprint for Federal Business Development (BD) course specifically to meet the needs of businesses looking to grow in the Federal market. It’s been our top-selling course for over 7 years because it works, plain and simple. It’s been so well-received...
You need to speak to a Government customer “decision-maker.” Who is that? How can you tell? Speaking to the “decision-maker” is often emphasized, but little detail is ever offered on how this feat is actually accomplished. To achieve that goal, you have to first know...
When performing competitor analysis, you have to assess your competitors’ strengths and weaknesses in relation to a particular bid, customer, or market area. If you just look at them in a vacuum, without considering how well they can do a particular job for a specific...
‘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...
