Revenue Growth Training



Focusing on the specific needs of our clients has led us to develop a variety of business development training classes. The training topics range from providing initial exposure to the government marketplace for new entrants, to improving business development management and on through Marketing/Positioning/Proposing.

Training is offered in two venues:

In-office or Web-based

In-Office Training

Business Development Training is most meaningful when the integrated participant exercises incorporate the materials, opportunities and proposals of your own firm. Therefore, we customize every in-office training session for each client firm. We offer five training sessions as noted in the list below by the asterisk. Training sessions are conducted in your office or at a near-by conference facility of your
choice. Typical training programs involve from 12 to 20 participants organized into four or five-person groups. While the sessions can be modified to meet your requirements and schedule, most of our clients find the following time allotments to be effective:


• Business Development Management training - 1/2 Day
• Market Entry Training - 1 Full Day
• Marketing training - 1 Full Day
• Positioning training - 1 Full Day
• Proposing Training - 2 Full Days (Lecture and Exercises) or 4 Full Days
(Lecture and Mock Proposal Writing)

 Web-Based Training

Organizational performance improvement is optimized when the need for know-how and the delivery of the training occur within a short time period. To provide clients with an effective and flexible approach to Business Development Training, we have developed a menu of Business Development training topics that may be delivered using internet meeting techniques. Each training session focuses on a single topic and is completed in 60 to 90 minutes. Training participants may attend in their own office at their personal computer or in a meeting room with internet and computer projection capabilities. Sessions will typically involve 4 to 8 participants. However, depending upon the topic, sessions with up to 100 participants may be arranged with sufficient advanced notice.

The 27 web-based Business Development Training modules are offered individually on the web and are combined in five programs for in-office training:

Business Development Management Training*

• Business Development Framework
• Value Delivery Strategy
• Visioning
• Business Development Funnel
• Proposal Management



 Market Entry Training*

• Introduction to the Government Marketplace
• Introduction to the Department of Defense
• Introduction to the Department of Homeland Security
• Introduction to the Department of Energy
• Government Procurement and Purchasing
• Program Management Overview



 Marketing Training*

• Value Delivery Strategy
• Compelling Marketing Messages and Themes
• Persuasion



 Positioning Training*

• Discriminators
• White Papers
• Sales Calls
• Capture Planning



 Proposing Training*

• Introduction to Proposals
• Value Delivery in Proposals
• Best Value
• Discriminators
• Proposal Writing
• Proposal Structure
• Proposal Tips
• Proposal Management
• Proposal Reviews

I’ve taken two training courses at ORAU that profoundly changed how I work. The first was Information Mapping and the second was your course on business development.
Your course provides
a structure for marketing our capabilities and winning work.
In particular, the white paper development process, the capture planning, and the assertive listening questions are immediately useful.
Thanks for the opportunity to “sit at the feet of the masters” this week.”

Sophia Kitts
Research Review Project Manager
Oak Ridge Institute for Science and Education
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