BD APPROACH & TOOLS
Guiding Philosophy
- Avoid blue birds, they are detrimental to growth
- Business Development (BD), Capture, and Bid & Proposal (B&P) are three separate functions and skill sets
- The opportunity lifecycle should have distinct transition points between BD, Capture, and B&P
- 4-3-2-1 is designed to optimize limited capture resources
- Effective capture requires pipeline quality and discipline
- Leadership involvement is demonstrated in a well managed review and decision-making process
- Widely attended gate briefs drive activity and growth culture
- Capture is a contact sport, not an administrative exercise
Operating Concepts and Product
Templates
A BD team should perform to specific growth targets
Objective and Key Results (OKR) framework
BD leaders should select market segments annually
Market segmentation and diversification exercise
Opportunity Identification is guided by segmentation
Qualification is the most important step in the lifecycle.
Opportunity Qualification tools
Your pipeline should be prioritized and sequenced
Prioritization tool powered by good qualification process
Sequencing through Gantt charts and resource planning
Leaders must budget and resource capture activities
Formulas for establishing capture budgets
A C-suite led, recurring review process is essential
Pipeline management and gate review templates
Pipeline quality enables a smaller BD organization to optimize limited capture resources. The 4-3-2-1 ration is powered by effective planning (targets and segmentation) and opportunity qualification. The effort at the front end keeps capture teams focused on winnable opportunities.
- 4-3-2-1 is designed to optimize limited capture resources
- Effective capture requires pipeline quality and discipline
- Leadership involvement is demonstrated in a well managed review and decision-making process
- Widely attended gate briefs drive activity and growth culture
- Capture is a contact sport, not an administrative exercise
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