In Part 1, I discussed some the reasons that contractors feel they need access to the Federal Government personnel. In this article, I will describe some of the factors that impact the amount and type of contact you really need. As with most other aspects of business, there is no one-size-fits-all solution. One must look […]
Category Archives: Identification and Qualification
Customer Access: Why Do I Need It? (Part 1)
Feb 14
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After posting my comments on the trend towards a less receptive Federal Audience, I received several responses that wanted to know if I were going to post any suggestions for how to overcome this potential difficulty. I have decided to address this request in a series of four articles. Part 1 examines the reasons contractors think […]
Why Federal Contracting is like Shrimping (My Forrest Gump Epihany) – Part 2 of 4
Dec 5
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This second in my series on comparing federal contracting with shrimping addresses the market. Part 1, which I published last week, provided some background and discussed three important concepts: #1) be where your customer is so they can get to know you and you can get to know them; #2) don’t rely on “conventional wisdom” – […]
Finding the Hidden Gems
Nov 28
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The question I often get asked is: “How do you find significant contracts that offer real return on investment?”. Although I hate to admit it, in my case it has been being in the right place at the right time. This should be the focus of every company’s business development effort. I speak to many […]
Four Stages of Federal Business Development
Oct 18
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Business development is a process that begins with nothing and ends (hopefully) with winning some new business. From my experience, I categorize the business development process into the following four stages: Stage 1: Figuring out what you want to chase (AKA Strategic Planning) Stage 2: Finding opportunities compatible with your goals (AKA Identification and Qualification) […]
The Business Development Funnel
Sep 29
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If I had a nickel for every time I’ve had the term “funnel” used in the discussion, I would be a rich man. Yes, there is a natural funnel associated with the business development process. Unfortunately, the funnel is an often misused tool. Many managers talk about the “numbers game.” They would like to think […]
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