3 Biggest Mistakes in the Federal Business Development Process

1. 3BIGGESTMISTAKES 3 BIGGEST MISTAKES IN THE FEDERAL BUSINESS DEVELOPMENT PROCESS Too few opportunities in the pipeline to meet growth goals It takes a tremendous amount of work and discipline to research and qualify opportunities. You must make incremental progress engaging with the customer and gather intelligence. No review process to check each opportunity’s capture progress to then decide if the pursuit should still be funded At the very least, business managers need to conduct a bi-monthly pipeline review and an interim check on each individual opportunity. No one likes to do pipeline/opportunity reviews, so leadership and buy-in has to come from the top. Submitting general proposals that don’t answer the government’s requirements Build Capacity to Do Business with the Government Capture is largely pre-proposal preparation, but capture managers usually don’t generate proposal artifacts. Capture is largely pre-proposal preparation, but capture managers usually don’t generate proposal artifacts. Build and Manage an Opportunities Pipeline Continuously populating and managing your opportunities pipeline is key to a successful BD process. We think of it as a funnel: At the top, there’s the universe of all potential bids that might fit your company and its offerings. https://blog.ostglobalsolutions.com/federal-business-development- process-mistakes/