BUSINESS DEVELOPMENT PLAYBOOKS
Upcoming opportunities are prioritized based upon factors unique to your business. Using selected opportunities, specific federal agencies’ procurement forecasts and contract vehicles, incumbents and decision makers are researched further. Your pipeline is populated with prioritized viable upcoming opportunities. Strategies are defined for each agency, opportunity and contract vehicle, and decision making criteria is documented. Marketing plans (website, social media, conferences, blogs, podcasts, newsletters etc.) are devised for the specific upcoming opportunities. This encourages a consistent, disciplined approach to business development that has proven to produce measurable results. Go here for the Entrepreneur's Playbook for micro businesses.
BUSINESS DEVELOPMENT MANAGEMENT
BD plans and strategies are turned into actions. This means developing internal cross functional processes, implementing software tools that facilitate market intel, sales, capture, CRM and marketing efforts, defining job roles and responsibilities, hiring the right staff, creating incentive plans, establishing goals and milestones, conducting pipeline meetings, coaching the BD team on tactics, evaluating progress and measuring ROI.
"We are your on-call Federal BD Manager"
STRATEGIC MARKET POSITIONING
Your business’s mission, core competencies, past performance, partnerships and strategic plan are assessed. Past, current and projected federal buying trends for your products and services are researched and analyzed to help you position your company to compete. Recommendations are made on improving your company messaging to appeal to federal decision makers. Your existing opportunity pipeline is reviewed to assess win probabilities and help you focus precious resources. Competitive analyses help you compare and distinguish your products and services, and establish preeminence in the federal marketplace.
Through very focused executive mentoring and business coaching, CEO's and their teams learn how the federal procurement system really works, how to communicate strategically, find good teaming partners, create and protect intellectual property, hire good people, empower their teams, mitigate uncertainty, make well informed decisions and create substantial market value. Learn more.
BUSINESS DEVELOPMENT SYSTEMS
Utilizing a variety of market intelligence platforms and CRM software, BD plans and strategies are migrated to easy to use, comprehensive systems customized to allow your BD staff and managers to identify, qualify, pursue, propose and win government contracts cost effectively.