An increasing number of Federal Contractors are hiring Chief Growth Officers (CGOs). The job of a CGO’s is to align business, technical, and customer service functions toward a common goal of increasing a company’s growth and profitability. To underscore the rise of the CGO role, a new professional association the Growth Officers Association Taking Sales Seriously (GOA-TSS) has recently formed (goa-tss.org).
CGOs are reshaping organizations to stay ahead of and engage with customers at every step in the acquisition lifecycle ranging from pipeline development to bid no/bid decisions to demonstrations of company products and services to customers The CGO serves as a trusted advisor to the company president and recommends business growth and win strategies.
The rise of the CGOs has accelerated leaner and more competitive organizational structures, which impacts the way we engage customers and plan to win business. For example, capture managers are pursuing bids aligned with company objectives rather than those preferred by a leader of a single business unit.
With the rise of the CGO, the role of the capture, proposal and technical operations teams are also changing. Previously, technical professionals focused on performing their work and executives asked capture and proposal professionals to only engage them as necessary to win their recompetes. Now progressive organizations are helping technical, capture, and proposal professional to work together seamlessly to support the new business growth the across acquisition life cycle. The Lohfeld Consulting Group recognizes the new trend and has developed a new class Preparing Teams to Grow Business for Federal Contracts to teach these teams how to seamlessly and efficiently work together to win recompetes, grow business organically, support growth on new contracts, support customer engagement and presentations, and report status all of which support the CGO’s corporate objectives.
By Brenda Crist, Vice President at Lohfeld Consulting Group, MPA, CPP APMP Fellow
Lohfeld Consulting Group has proven results specializing in helping companies create winning captures and proposals.
As the premier capture and proposal services consulting firm focused exclusively on government markets, we provide expert assistance to government contractors in Capture Planning and Strategy, Proposal Management and Writing, Capture and Proposal Process and Infrastructure, and Training. In the last 3 years, we’ve supported over 550 proposals winning more than $170B for our clients—including the Top 10 government contractors. Lohfeld Consulting Group is your “go-to” capture and proposal source! Start winning by contacting us at www.lohfeldconsulting.com and join us on LinkedIn, Facebook, and Twitter.