Lots of companies have pipelines that focus on quantity versus quality of opportunities. Often, business developers’ performance is measured in part by the total value of the pipeline they manage. As a result, the bid, capture, and win rates are negatively affected,...
The Department of the Air Force is expected to respond in the coming days to comments and questions from the industry in reference to the Architecture, Engineering, and Integration (AE&I) draft PWS released on March 10. The draft PWS is one segment of the...
Do you have a large pipeline with a multitude of identified opportunities, but limited resources to move them forward? How do you then decide which of those opportunities your team should be going after as part of your business development growth activities? Every...
Do you have a relatively small business development (BD) team, but a pipeline with hundreds of opportunities that are rapidly approaching RFP release dates? Even large companies struggle with the predicament where some of their pipeline opportunities get love, while...
