PROBLEM STATEMENT: Slow Revenue Growth; Low Profits; Low PWIN
CHALLENGES: Business Development Professionals lack the training to effectively:
- Ensure a sustainable, revenue-healthy pipeline into the federal marketplace
- Get past the question of whether the company can do the work, and answer the question, “Can we win?”
- Understand the Federal Acquisition Regulation (FAR) and how it applies to the solicitation
- Understand new Innovative Acquisition Strategies as the Government seeks to buy better and faster.
- Determine how an Offer Design will be evaluated during source selection
- Appropriately assess the Competitive Landscape
- Ghost the Competition
- Identify Organizational Conflicts of Interest (OCI)
- Define a Capture Strategy to include price to win, service area (technical) and operations (management) approaches
- Develop a compliant, compelling and winning proposal
- Prepare for responding government clarification questions and enter into negotiations
- Understand the process of protest and determine desirable protest outcomes
SOLUTION: To implement a Business Development framework designed to:
- Be a Complete Capture Life Cycle
- Be Process Driven
- Manages a focused and revenue-healthy Pipeline
- Qualify Opportunities Early
- Capture “Winnable” Business
- Guide Compliant and Compelling Proposal Development
- Prepare for Clarification or BAFO
- Facilitate Lessons Learned to Refine Your Own Corporate or Personal Practice
- Provide Continuous Capture Improvement (CCI)
OUTCOME:
- Corporately practiced establishes the firm's business capture rhythm
- Independently practiced increases your skill set as a business development professional
- A Life Cycle is based on Continuous Capture Improvement, refining after each iteration.
Experience the enjoyment of successful pursuits and high PWIN rates = REVENUE/PROFIT GROWTH
