Apr 10
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In the first two parts of this series, we determined that it may not always be possible to have direct contact with your end customer, a Federal employee. In fact, it may be difficult to identify the best and most reliable contacts. In any given acquisition, you must deal with Contracting Officers and Specialists, Program […]
Feb 21
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 […]
Jan 30
President Obama began his term as President with the announcement that the Federal Government would be more transparent and open, better known as the Open Government Initiative. Most of us assumed that this would mean we would have better access to information, plans, and people. But, is this really the case? Let’s look at one […]
Jan 9
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Yes, I realize that I am a week late with this article. I took some time off during the holidays and it has taken me a week to get back in the groove. My personal resolution for the New Year is to be more active on my blog and to build my business so I […]
Dec 22
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Sorry for the long delay getting Part 3 out. I promise I will not take so long to get to Part 4. However, true to form, the Government got active just before the holidays so that contractors have something to do while they are out 🙂 In Part 1 and Part 2, I discussed topics […]
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” – […]
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 […]
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) […]
Sep 29
Despite what many would have you believe, the Federal Government is changing drastically in how and what it buys. Granted this process is slow for some Agencies, but it is inevitable. This is more a response to the outside world than to internal recognition that change is good, but it is happening. As the “old-timers” […]
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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Chris: Thank you for your comment. Parts 2 and 3 should be going up this week. Please let me know if
You make some very good points in part 1 of this discussion. With the cost of responding to an RFP i
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