Corporate Development

MOVING FROM PIPE DREAM TO PIPELINE
Companies do not succeed in the federal market by winning individual contracts. They succeed by developing an agile business development practice that provides continuous insight into quickly evolving market trends and emerging opportunities.

It is a formidable challenge. Federal agencies often release information about upcoming opportunities, and a number of firms make a business of tracking procurement data and public announcements. But the wealth of information often clouds the issue, leaving companies in the dark about the viability of key market sectors and individual opportunities—e.g., what’s real and what’s funded—making it difficult to effectively manage their business pipelines.

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Companies also find that even the best proposal will fail if it does not reflect an in-depth understanding of the customer’s environment and their key business drivers. Even before a final solicitation hits the streets, agencies look for potential bidders to demonstrate their domain expertise and grasp of details. Speed is essential to success, both in winning individual opportunities and in building a sustainable federal business. The more quickly that companies can identify and assess viable opportunities, the better prepared they will be to respond with compelling proposals on a consistent basis.

​