WORKSHOP TABLE OF CONTENTS

Chapter 1. Introduction

• Business Development Process
• Foundation of Program
• Objectives of Program
• Objectives of Training
• Strategic Approach

Chapter 2. Winning Paradigm

• Types of Business Development
• Business Development Paradigms
• Winning Rules
• Activities Confused With Winning
• Exercise - Capture Review
• Exercise - Business Reality

Chapter 3. The Client

• RFP / Proposal Context
• The “Lost on Cost” Myth
• Evolution of Contracting
• What is Good Client Service?
• What do They Want?
• Homework

Chapter 4. Your Role

• Your Company’s Options
• Exercise - Reasons for Not Participating
• Your Options
• Why the Company Needs You to Participate
• Business Economics
• The “Chicken or Egg” Problem (BD vs. Sales)
• How We Get the Business Without Selling
• Exercise – Your Choices
• Homework

Chapter 5. Personal Management

• Manage People
• Manage Work
• Manage Opportunities
• Important vs. Urgent
• Homework

Chapter 6. Strategic Planning

• Pipeline
• Access Survey
• Strategic Organizations
• Exercise - Who Do We Know?

Chapter 7. Organization & Positioning

• Project Management Approach
• Business Development Teams
• Team Structure
• Tech Net
• Exercise – What do we know about our client?

Chapter 8. Find Business

• Nibbling
• Exercise – Analyze Your Position
• Leveraging
• “Blind Pigs”

Chapter 9. Networking

• Establish Sources
• Make Contact
• Follow Up
• Establish Relationships
• Educate On The Solution
• Maintain The Relationship

Chapter 10. Capture Business

• Capture New Business
• Exercise – Reality
• Capture Team
• Capture Plan
• RFP/Capture Relationship
• Pursue/No Pursue
• Exercise - Capture Review

Chapter 11. Bid Business

• Bid To Win
• Proposal Team
• Proposal Truths
• Characteristics of The Reader
• Proposal Checklist
• Proposal Evaluation

Chapter 12. Grow Business

• Grow The Business Elements
• Exercise – Grow Your Business
• Win or Lose

Chapter 13. Conclusion

• Winning Rules
• Your role
• How you fit into business development
• Pick the client
• Homework

APPENDICES

• APPENDIX A Blank Forms
  Business Opportunities Tracking Form
  Initial Business Opportunity Evaluation Form
  Marketing Analysis Form
  Bid/No Bid Analysis Form
  
• APPENDIX B Initial Capture Team Questions
• APPENDIX C Proposal Checklist for Success
• APPENDIX D Types Of Contracts
• APPENDIX E Contracting Terminology And Definitions
• APPENDIX F Business Development Tools/Software
• APPENDIX G Exploratory Team