Although I do not have a large number of followers, some of you might have noticed that I have not written anything new for several weeks. This was not by design. I just got tied up with too many deadlines and activities, a phenomenon I have come to call “The Clump Factor”. You may ask […]
Blog Archives
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 […]
Analysis Paralysis
Nov 7
Business development is all about finding business. By nature, being in business involves risk. Yet, so many companies are so risk phobic that they seem unable to make a decision. One of my pet peeves is “analysis paralysis” or the process of analyzing something to death resulting in the inability to make a timely decision and missing out on a significant […]
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) […]
Ten New Rules for Building Business with the Feds
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” […]
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 […]
Shotgun or Rifle Approach
Sep 29
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I am not a sportsman, but the topic of whether to take a rifle or shotgun approach to business development is one that I often encounter. Like most strategic decisions, this is not an either/or decision, but one that must be considered as part of your overall federal strategy. The argument is over whether it is better […]
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