If you’re in the government market selling professional services, whose job is business development (BD) and growth? Is it the job of sales and BD to fulfill it? Is it the responsibility of executives and senior management to perform it? Is it the job of everyone—including those dedicated to supporting customer contracts full-time—to support it? Companies have one of three opinions on this question. Some companies never involve their staff members and keep them blinded to the company’s BD and growth activities. Some companies include staff members on an as-needed basis, and some actively engage and reward staff for supporting BD and growth. While we respect each company’s right to determine the level of staff member involvement, we encourage companies to consider the following scenarios under which staff members can contribute to BD and growth and remind them that all indirect charge BD and growth activities must be given an … Continue reading Whose job is business development and growth?
Learn how to win recompetes, grow business organically, support growth on new contracts, conduct technical demonstrations for customers, and report technical and operational status.
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 … Continue reading The Rise of the Chief Growth Officer Role and Business Growth Teams
Pop Quiz – How Likely are You to Win Your Recompete? Table 1 contains a list of reasons why companies win recompetes. Take the quiz to determine how likely you are to win. Give yourself one point for every question you answer yes. Analyze your score and then click on the following links to learn more about winning recompetes. Table 1: Recompete Pop Quiz If you scored 35 – 40: Congratulations, you have excellent chance of winning. If you scored 25 – 34: Identify those areas, you must tweak and improve your road to success. If you scored 15 – 24; Recalibrate your win strategy and plan to win. If you scored 5- 14; I hope you are not too late, build your win strategy and plan from scratch. If you score 0-4; Maybe you can get on a competitor’s team, you are unlikely to win. For additional information … Continue reading Pop Quiz – How Likely are You to Win Your Recompete?