Do your homework the first time and on every call. Focus it around the Four Cornerstones of Business Development. Pay special attention to people knowledge; what has changed about the individual and their situation, and what additional individuals should you be contacting to secure this business.
Always have a goal; activity is not accomplishment Read More »
The field of Business Development is full of tips and tricks to help you increase your wins and avoid losses. However, Business Development professionals know that whats in your head
7 Reasons the Best Business Development Professionals Succeed Read More »
The 3-Cs, Credibility, Confidence and Courage, are three interwoven factors that are essential to an individual’s success in developing business. These key elements make us efficient and effective in the role. Any one of these three attributes is powerful by itself. Acquired together, they provide a formidable advantage for the professional in Business Development and sets us apart from our competition.
To Be Successful in Business Development … Know Your 3-Cs Read More »
HUNTING VS. FARMING IN BUSINESS DEVELOPMENT Hunting and farming for revenue growth require two different mind-sets, but the same process. Starting out, many technical professionals build capability in project management.
Is your firm positioned for both Strategic and Organic revenue growth? Read More »
Would you rehire your business development team? If you’re asking this question, it’s indicative that something has gone wrong, whether it be a miscommunication between your capture managers and your
Is your Business Development team fit to tackle the revenue growth challenges ahead? Read More »
If you serve in a BD role for any length of time, you will learn that the earlier you identify a qualified opportunity in the acquisition cycle (i.e. Pre-Milestone A
In the current business climate in federal government contracting, many companies are evaluating their strategic marketing efforts. Firms are taking a hard look at their results and making the decision
Confronting the new reality of developing business in the federal government arena? Read More »
Would you believe that in this day and age, some organizations use crystal balls in their decision making? We have found this to be true, especially as it relates to
Faced with the storm of change, firms in many industries are confronting some challenging economic times and are making major adjustments to survive, compete and ultimately thrive. Doing business has
4 Strategies of a Business Development Make-Over Read More »
Sell, Be Sold, or Be Gone There’s a significant transition taking place with the small business community in the defense industry … with new rules for doing business, fewer opportunities
The 7 Deadly Sins Of Business Development Read More »