Infuse a little holiday spirit into the contracting dispute
The movie "Miracle on 34th Street" offers valuable lessons that can be applied to government contracting.
Time for a hard look at marketing strategies
Because of the business climate, government contractors are taking a hard look at their strategic marketing and making adjustments to their business development strategies.
4 questions to keep you customer-focused
A customer-focused organization needs to communicate and ask its clients 'How are we doing?'
5 critical skills for your business development team
The best way to ensure long-term revenue growth is to hire business development professionals who understand how to develop and sustain relationships, possess the ability to advise customers concerning their needs, and can consistently win business.
Business development rule No. 1: Gather intelligence
Sound business development requires purposeful interaction and dialogue with the customer.
7 deadly sins of business development
Small businesses face a new competitive environment and must guard against missteps that suffocate business development.
Economic concerns and new political priorities force contractors to be proactive
A study addressing how to win federal business in lean economic times has a wealth of ideas designed to improve a company's ability to win contracts.
Measure your business development skills
Take a test that measures your human intelligence quotient, which will show you how effective your business development skills are and where you need to improve.
Don't avoid culture and control issues
Culture and control issues argue for separating operations and business development functions.
Bid smart or walk away
You need the right process to know when to bid and when to walk away.
Talk and listen to your customers
To win a contract re-compete, you must constantly listen and talk to your customer.
Bill Scheessele | Build now to shape future revenue
Current wisdom suggests that the government services industry is safer and more predictable than the commercial space. However, the word around Washington is that the transition to a new presidential administration means few new opportunities in the near future and a slower government business pace.
8(a) companies face new uncertainty
The pressure and uncertainty is increasing for small businesses in the government market.
From red, white and blue to green
Hiring retired senior military officers for business development positions is a common practice. However, the business development role is highly misunderstood.
Business as usual isn't an option
The key to growing revenue is to focus on business development via three critical components: Planning, People and Process.
Look inside for the best new hires
Small and midsize government services companies need to grow, be acquired or be gone. Building a business development organization is a significant challenge but a crucial component of success.
The science of opportunity identification
Much has been written about capture and proposal management. At most companies it is a well-defined, documented and integrated procedure. Likewise, most business development organizations are well acquainted with the Step, Stage or Gate Review processes.
Closing the deal? Know your customer.
One of the significant outcomes of a successful business development process is client intelligence. This information comes in two forms: research intelligence gathered on an opportunity, client or request for proposals and personnel intelligence about individuals who experience problems, allocate funds and make purchasing decisions.
Rely on vision, planning and leadership
A proactive business development organization revolves around vision, plans, leaders and teamwork. Senior executives must have a vision for the company: where they want to go, how they plan to get there and how long they have to accomplish it.
Build strong business development culture
An organization's culture is the aggregate of each individual'sthinking. It includes individual attitudes, beliefs,values and feelings. Cultural components can be positiveor negative. For example, many organizationsdon't really understand and value business development and, assuch, they've taken it for granted.
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