Posts Tagged ‘opportunity.’

Why Understanding the Cycle of Business Development is important to Winning Government Proposals

Friday, April 23rd, 2010

My 5-year-old daughter, when working on a puzzle, knows to glance at the whole picture first, before starting to assemble the pieces. She is up to 30-piece puzzles now, which have gotten quite complex. So, her process is to study the picture, and then find a corner piece to which she then starts adding pieces.

We, as adults, sometimes forget to take a step back and look at the whole picture first when we solve our own puzzles: how to grow our company, how to win a proposal, or how to bring in revenue.  This is why, to win government contracts, it is important to step back and take a few minutes to ponder the full lifecycle of business development. This way we can be better at putting the pieces together.

A typical business development lifecycle for a government contracting company (covered more in depth at consists of the following pieces: 


Written by Olessia Smotrova-Taylor, AF. APMP, President ad CEO of OST Global Solutions, Inc., a business development, capture, and proposal management company that helps businesses grow in the federal market. Olessia has won more than $18 billion for her clients, and helped many small businesses acquire game-changing opportunities. She started working on IDIQs 11 years ago, including working on Task Orders exclusively for 5 years managing a $450 million/year IDIQ. She has won a few dozen IDIQs and Task Orders over the course of her career. She is the President of the Association of Proposal Management Professionals (APMP) National Capital Area (NCA) chapter, and a well-known speaker and author. She has developed and taught a graduate course in proposal development at NASA for the Stevens Institute of Technology. Prior to founding OST, she won business for Raytheon and Lockheed Martin, and wrote for the Financial Times of London. Olessia can be reached at or at 301-384-3350.
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