There are at least five very significant attributes of a well managed business development system:

1. Accurate annual revenue forecasts
2. Effective proposal workload planning
3. Control of your business development investment
4. Measurable business development performance improvement
5. Consistent, long-term revenue growth

We have designed this training program to give you the knowledge, processes and tools that can makes these attributes the performance standards of your firm.

• Business Development Framework

Your firm’s history, people and market make your Business Development Framework unique. Creating your framework helps you analyze weaknesses in your approach, define steps to improve performance and build the culture of revenue growth throughout your firm. In the training we introduce and explain the framework concept and walk through the basic steps of framework development.

• Value Delivery Strategy

The understanding of why your firm is valuable to clients and how you deliver that value is the single most important facet in creating consistent, long-term revenue growth. When that understanding permeates a firm, it becomes a market leader. We go through the fundamentals of value delivery strategy and how it impacts your business development practices in the training.
 

Our approach is derived from our own pragmatic experience and is enhanced by the work of Michael Treacy and Fred Wiersema as presented in their book “The Discipline of Market Leaders,” published by Perseus Books in 1995.

This concept is used in several, different training programs. In each case, it is modified to be aligned with the Government market and the objectives of that program.

• Visioning

We reject the notion that a vision is a philosophical poetic statement about your business. Instead, we look for a robust definition of your firm’s ambitions, defined in both qualitative and quantitative terms. In the training we introduce the visioning workbook and describe the basic steps you can use to develop your firm’s robust vision.

• Business Development Funnel

Your firm’s business development funnel, in the form of a database, is one of the keys to a rigorous, disciplined and predictable business development process. We present our recommended funnel structure and format, process and requirements for creating your database, and how to use the database to assess performance and identify specific weaknesses.

• Proposal Management

The most important step you can take to reduce the pain, stress and cost of proposal creation and production is using an effective proposal management plan. This training guides you through the content, timing and use of our recommended Standard Proposal Creation and Production Plan.