Business Development Blog
How Do You Build Great Win Themes and a Win Strategy?

How Do You Build Great Win Themes and a Win Strategy?

Win Themes are pithy, memorable phrases in a proposal that tell the government customer exactly why they should choose you — not your competitors — for a contract. Win Themes explain the benefits you can bring the customer through your solution, and they’re ...
Track the Right Metrics

Track the Right Metrics

Business development metrics offer insights into your business that help you maximize your growth and success. For example, your win rate has a major impact on how many opportunities you need to qualify, capture, and bid on to make your target revenue goals. If ...
Find the Right Opportunities for Your Company

Find the Right Opportunities for Your Company

Finding the opportunities starts with identifying your ideal set of customers through market research who buy what you sell, and who have money to buy. You first need to define the profile of your ideal opportunity. Here are some of the parameters you could ...
How Can You Be Persuasive with a Story in a Proposal?

How Can You Be Persuasive with a Story in a Proposal?

Part of persuasion is getting people to understand your point of view. It is convincing someone that what you’re saying is true and that they should do what you suggest. With proposals, you don’t have the advantage of being face to face with your customer. You ...
Polaris Final RFP Expected in Fall 2021

Polaris Final RFP Expected in Fall 2021

With summer half over, it’s time for those in the Information Technology industry to begin preparing their scorecards and supporting documentation in anticipation of the next large Government-Wide Acquisition Contract (GWAC): GSA’s Polaris. GSA plans to release the
Why Is No Bidding So Important in Government Contracting?

Why Is No Bidding So Important in Government Contracting?

In Business Development, like in all sales environments, leaders need to know when to stop wasting their money on an opportunity they’re unlikely to win. Throughout the business development process, there are several important milestones when you should evaluate ...
Best In Class (BIC) Multiple Award Contract (MAC) Update

Best In Class (BIC) Multiple Award Contract (MAC) Update

In March, GSA released a request for information (RFI) for the Best-in-Class Multiple Award Contract (BIC MAC) to replace GSA’s One Acquisition Solution for Integrated Services (OASIS) Contract. The name of the new contract is not final, but a Best-in-Class Vehicle
VA PTAC Webinar: Get Inside the Government Reviewer’s Mind

VA PTAC Webinar: Get Inside the Government Reviewer’s Mind

Training Topics: A Virginia PTAC Organized or Sponsored event, Government Contracting, Intermediate Level, Introductory Level, Market Research and Business Development, Marketing/Sales, Proposal Preparation / Response, Selling to Government Description: Find ...
Deadline to Apply for CIO-SP4 Extended

Deadline to Apply for CIO-SP4 Extended

The National Institutes of Health Information Technology Acquisition and Assessment Center (NITAAC) responded to questions and extended the deadline to apply for CIO-SP4. As CIO-SP4 subject matter experts, we will help you understand NITAAC’s final requirements and