Articles tagged with : business development

Six tips for building your new business pipeline

Most companies really miss the mark when building their new business pipeline. Typically, the market research team dumps every conceivable deal they can find into the new business pipeline. One company that I reviewed even boasted that they had a new business pipeline with over 150 targets worth $8 billion. With a win probability of 5%, they thought they could bring in $400 million in new sales. Their new business pipeline was nothing more than a pipedream. Let’s get real and follow these 6 simple tips when building a new business pipeline. Stay close to your core business A fundamental truth in business development is that the better you understand the customer, the more likely you are to win. Always apply this principle when building your new business pipeline, and start by looking for new business opportunities with your current customers or with organizations that are close to your current customers....

Continue reading...

New study: Sequestration and government shutdown negatively impacting majority of government contractors

PulsePoll™ from Market Connections, Inc. and Lohfeld Consulting Group shows government contractors re-architecting their businesses in response to changing government market

Chantilly, VA and Edgewater, MD —December 17, 2013—Nearly two-thirds of government contractors experienced moderate to significant revenue decline in 2013 as a result of sequestration and the government shutdown, according to a new PulsePoll™ of government contractors by Market Connections, Inc. and Lohfeld Consulting Group, Inc. The online PulsePoll™ of 220 government contractors gauged the impact of sequestration and the government shutdown on government contractors, and how companies are responding to a changing market. Nearly one-third (31 percent) of contractors said their revenue declined more than 10 percent in 2013 due to sequestration and the shutdown, and another 30 percent declared moderate revenue declines of up to 10 percent. Fifteen percent of respondents experienced moderate to significant growth, while 16 percent said revenue remained flat. Eight percent of contractors declined to comment about their revenue changes. A significantly greater proportion of large businesses indicated that 2013 revenue was essentially flat...

Continue reading...

How to balance your growth strategy

When I review new-business growth strategies for companies, one of the things I like to see is a balanced approach that consists of three main strategies—winning new business, growing your current business base, and if the company is large enough, acquiring other companies. As a first cut, I weight each of these strategies equally, so if the company uses all three, then each strategy is accountable for delivering a third of the company’s revenue growth. In this case, winning new business would be accountable for delivering a third of the company’s growth. There are important tactics within each of these strategies that need to be present for them to execute well. In this article, I’ll discuss some of the tactics that you should look for and how to build your own new-business growth strategy. Winning new business The government uses multiple procurement approaches to award contracts, and every government contractor...

Continue reading...

Bold trends in capture and proposal management – Lohfeld BD Webinar Series – Sept. 2013

In an increasingly competitive global market, top-tier companies are adapting and executing new practices to increase their win probabilities. Bob Lohfeld presents some of the more interesting trends in capture and proposal management and discusses how these are changing the competitive landscape for these firms. [flowplayer id="3289"]   Click to download presentation slides About the presenter: Bob Lohfeld is the founder of Lohfeld Consulting Group, a leading Capture and Proposal Consulting firm specializing in winning government contracts. He is consistently recognized for leadership in business development, capture management, and creating winning proposals and he writes the Capture Management column in Washington Technology magazine. He is a three-time winner of Federal Computer Week's Federal 100 Award.    

Continue reading...