Is your strike team ready for tough times?

Smart companies find ways to adapt in tough economic times and give their customers what they need.

It is becoming increasingly evident that to be successful in the government contracting market, the thinking, systems and structure that drove your previous business development and growth strategies won’t match up to what’s needed to reach your expectations in these evolving times.

Significant challenges, like those we’re experiencing, require serious solutions and strategy shifts. It’s unfortunate that the business acquisition methodology employed during the recent “good times” in the industry has created growth and survival challenges for some companies now. Successful companies, which not only survive but thrive, will move nimbly to adopt customer relationship processes appropriate for evolving customer needs. Companies must adapt their strategies as customer preferences and needs change.


RELATED ITEM

For a deeper dive into this topic, read the white paper, Standing up a business development strike team.


From our experience, farming for expanded business from current customers or winning re-compete business as the incumbent will only maintain the status quo. Given diminished opportunities, even a proactive strategy with current clients in your usual markets may not be robust enough to achieve the growth you require. To confront this situation, one strategy to consider is making the decision to stand up a corporate Strike Team of Super Hunters. A business development strike team can be used as the catalyst to propel organic revenue growth by hunting and delivering strategic, mission-critical new services to new clients to drive organizations to the next revenue level.

By definition, a strike team is a corporate strategic asset group with the mission: to find, qualify, fill and drive the pipeline with new opportunities from new customers. Additionally, they also can be charged to tackle corporate “must win” initiatives with considerable impact on the pipeline to efficiently propel organic revenue growth.

A business development strike team’s objective is to approach prospective clients early in their buying cycle, establish trust and confidence, and foster understanding of problems and available solutions. They proactively assess customer needs and craft solution criteria so their organization is clearly positioned as the best choice technically to meet customer requirements. Traditional thinking and shorter-term performance drivers have usually focused on hunters and farmers. While these dynamics do result in traditionally achievable organic growth rates, in this new environment the strike team should be focused upon the toughest area, new offerings to new customers. As mentioned, a strike team can also be responsible for delivering large corporate “must wins” which have a substantial impact on the backlog and revenue growth.

Regardless of the outcomes of the shifts in the federal government currently being experienced, the upheaval in the contracting industry will be driven by budget directives. So, if you’re waiting for industry conditions to revert to the gushing revenue days, you’ll be greatly disappointed. For the foreseeable future, Government customers will have less money to spend to perform their missions. This reality makes the selection and winning of trust with those customers that will continue to buy services much more critical over the next few years as the country struggles to lower the national debt.

If you make the decision to proactively confront the “new normal” of business acquisition in government contracting and determine that creating a business development strike team is a strategic fit for your organization, then do it now and strategically position your organization ahead of the curve. The gusher may have been turned off, but there are new waves of opportunities to capture. Act now to seize the strategic advantage.

A leader who overcame adversity, embraced opportunity and faced far greater burdens than revenue growth once shared two observations:

“A pessimist sees the difficulty in every opportunity; an optimist sees the opportunity in every difficulty.”

“Difficulties mastered are opportunities won.”
- Winston Churchill (1874-1965)

X
This website uses cookies to enhance user experience and to analyze performance and traffic on our website. We also share information about your use of our site with our social media, advertising and analytics partners. Learn More / Do Not Sell My Personal Information
Accept Cookies
X
Cookie Preferences Cookie List

Do Not Sell My Personal Information

When you visit our website, we store cookies on your browser to collect information. The information collected might relate to you, your preferences or your device, and is mostly used to make the site work as you expect it to and to provide a more personalized web experience. However, you can choose not to allow certain types of cookies, which may impact your experience of the site and the services we are able to offer. Click on the different category headings to find out more and change our default settings according to your preference. You cannot opt-out of our First Party Strictly Necessary Cookies as they are deployed in order to ensure the proper functioning of our website (such as prompting the cookie banner and remembering your settings, to log into your account, to redirect you when you log out, etc.). For more information about the First and Third Party Cookies used please follow this link.

Allow All Cookies

Manage Consent Preferences

Strictly Necessary Cookies - Always Active

We do not allow you to opt-out of our certain cookies, as they are necessary to ensure the proper functioning of our website (such as prompting our cookie banner and remembering your privacy choices) and/or to monitor site performance. These cookies are not used in a way that constitutes a “sale” of your data under the CCPA. You can set your browser to block or alert you about these cookies, but some parts of the site will not work as intended if you do so. You can usually find these settings in the Options or Preferences menu of your browser. Visit www.allaboutcookies.org to learn more.

Sale of Personal Data, Targeting & Social Media Cookies

Under the California Consumer Privacy Act, you have the right to opt-out of the sale of your personal information to third parties. These cookies collect information for analytics and to personalize your experience with targeted ads. You may exercise your right to opt out of the sale of personal information by using this toggle switch. If you opt out we will not be able to offer you personalised ads and will not hand over your personal information to any third parties. Additionally, you may contact our legal department for further clarification about your rights as a California consumer by using this Exercise My Rights link

If you have enabled privacy controls on your browser (such as a plugin), we have to take that as a valid request to opt-out. Therefore we would not be able to track your activity through the web. This may affect our ability to personalize ads according to your preferences.

Targeting cookies may be set through our site by our advertising partners. They may be used by those companies to build a profile of your interests and show you relevant adverts on other sites. They do not store directly personal information, but are based on uniquely identifying your browser and internet device. If you do not allow these cookies, you will experience less targeted advertising.

Social media cookies are set by a range of social media services that we have added to the site to enable you to share our content with your friends and networks. They are capable of tracking your browser across other sites and building up a profile of your interests. This may impact the content and messages you see on other websites you visit. If you do not allow these cookies you may not be able to use or see these sharing tools.

If you want to opt out of all of our lead reports and lists, please submit a privacy request at our Do Not Sell page.

Save Settings
Cookie Preferences Cookie List

Cookie List

A cookie is a small piece of data (text file) that a website – when visited by a user – asks your browser to store on your device in order to remember information about you, such as your language preference or login information. Those cookies are set by us and called first-party cookies. We also use third-party cookies – which are cookies from a domain different than the domain of the website you are visiting – for our advertising and marketing efforts. More specifically, we use cookies and other tracking technologies for the following purposes:

Strictly Necessary Cookies

We do not allow you to opt-out of our certain cookies, as they are necessary to ensure the proper functioning of our website (such as prompting our cookie banner and remembering your privacy choices) and/or to monitor site performance. These cookies are not used in a way that constitutes a “sale” of your data under the CCPA. You can set your browser to block or alert you about these cookies, but some parts of the site will not work as intended if you do so. You can usually find these settings in the Options or Preferences menu of your browser. Visit www.allaboutcookies.org to learn more.

Functional Cookies

We do not allow you to opt-out of our certain cookies, as they are necessary to ensure the proper functioning of our website (such as prompting our cookie banner and remembering your privacy choices) and/or to monitor site performance. These cookies are not used in a way that constitutes a “sale” of your data under the CCPA. You can set your browser to block or alert you about these cookies, but some parts of the site will not work as intended if you do so. You can usually find these settings in the Options or Preferences menu of your browser. Visit www.allaboutcookies.org to learn more.

Performance Cookies

We do not allow you to opt-out of our certain cookies, as they are necessary to ensure the proper functioning of our website (such as prompting our cookie banner and remembering your privacy choices) and/or to monitor site performance. These cookies are not used in a way that constitutes a “sale” of your data under the CCPA. You can set your browser to block or alert you about these cookies, but some parts of the site will not work as intended if you do so. You can usually find these settings in the Options or Preferences menu of your browser. Visit www.allaboutcookies.org to learn more.

Sale of Personal Data

We also use cookies to personalize your experience on our websites, including by determining the most relevant content and advertisements to show you, and to monitor site traffic and performance, so that we may improve our websites and your experience. You may opt out of our use of such cookies (and the associated “sale” of your Personal Information) by using this toggle switch. You will still see some advertising, regardless of your selection. Because we do not track you across different devices, browsers and GEMG properties, your selection will take effect only on this browser, this device and this website.

Social Media Cookies

We also use cookies to personalize your experience on our websites, including by determining the most relevant content and advertisements to show you, and to monitor site traffic and performance, so that we may improve our websites and your experience. You may opt out of our use of such cookies (and the associated “sale” of your Personal Information) by using this toggle switch. You will still see some advertising, regardless of your selection. Because we do not track you across different devices, browsers and GEMG properties, your selection will take effect only on this browser, this device and this website.

Targeting Cookies

We also use cookies to personalize your experience on our websites, including by determining the most relevant content and advertisements to show you, and to monitor site traffic and performance, so that we may improve our websites and your experience. You may opt out of our use of such cookies (and the associated “sale” of your Personal Information) by using this toggle switch. You will still see some advertising, regardless of your selection. Because we do not track you across different devices, browsers and GEMG properties, your selection will take effect only on this browser, this device and this website.