Business Development: Strategic Positioning and Tactical Execution

This professional development training seminar instructs specific strategies and tactical processes that are effective for all large federal opportunities are covered in detail in this seminar. When employed by a novice or a seasoned professional, these strategies and tactics result in a improved competitive position and increased pWin.  Each strategy and technique are described, justified and rationalized in terms of the long-range view of winning government business. 

This seminar is not about charts and graphs it’s about the institutional marketing and penetration of an agency (account). Examples from past and recent bids and specific win examples are given throughout.  If your BD/Capture process consists of a series of prescribed charts and graphs, if each opportunity review entails a presentation of 50 to 80 power-point charts and you still don’t see an improved win rate, this training seminar will provide valuable insights into the way to market and institutionalize the BD process to get the data you need. 

The overall emphasis of the training seminar is to move the bidder’s mindset from thinking solely about “filling out the charts” to “winning the job” through creativity in institutional Business Development.  To receive a detailed outline of this seminar with registration form and pricing or to schedule a private seminar at your corporate location, contact David Collins, at (301) 254 3560 or . 

This 6-segment, 1-day seminar starts at 8:30 AM and continues to 4:30 PM
• Segment 1: Federal Procurement & Source Selection
• Segment 2: Strategic Account Planning
• Segment 3: Institutional Business Development 
            Positioning your organization
            Gaining customer trust - becoming the expert
            Customers questioning techniques
            Pit falls to avoid
• Segment 4: The Pipeline
            Finding new business 
            Customer service - increase margins & new business
            Maximize win probability - the pWin
• Segment 5: Capture
            The customer’s environment & requirements
            Your competitive positions with the customer
            Buying problems of the federal customer
• Segment 6: The Proposal & Post Submit

To receive a seminar outline and registration form or to schedule a private seminar at your corporate location, contact David Collins, Director Business Development at (301) 254 3560 or email