Reading the Pipeline Tea Leaves

Reading the Pipeline Tea Leaves

“Reading your pipeline.” What does that even mean? Don’t you just look at a list of opportunities and “progress” or “advance” each one? I’m pretty sure someone smarter than me thought about this long and hard and came up with 200 steps to develop government business. Well, yes they did, and yes you can buy Read More

Measure Twice, Cut Once

Measure 2x for Better Business Development

‘My pipeline isn’t big enough. We aren’t winning enough new work. We’re not hitting our financial projections. We “lost on price” yet again.’ You might start questioning your business development efforts, proposal writing skills, processes, and/or people for any or all of these reasons. Such concerns lead to a lot of questions, like: ‘Do I Read More

Success in Business Development Starts With Certification

What Can Business Development Certification Do for You?

A colleague once told me the story of how he got started in business development. He learned a trade in the armed forces, got out and started working as a technician of some sort. The company he worked for was a government contractor. He enjoyed his work well enough, but it was really just a Read More

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Seven Deadly Proposal Sins, Part 6: Lust

In our series covering the Seven Deadly Proposal Sins, we have discussed the first five: Pride, Gluttony, Greed, Envy, and Sloth. These articles cover the common mistakes we come across throughout our work as business development consultants. Committing one or more of these sins is the surest way to waste resources on a losing bid. Read More

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Turning Ops Personnel into a BD Army

Training your operations people to be business developers reminds me a lot of patrolling in Afghanistan. On a patrol, security is everyone’s job, but it’s not everyone’s full-time job. Although the most experienced soldiers can better recognize something unusual, more often, the less experienced soldiers end up finding most of the anomalies in their surroundings. Read More