Feb 17, 2009

Advantage Consulting

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Business Development Show Time – starting…Now!

by Mike Berger, Vice President, Advantage Consulting, Inc.

Wow… a new year, a new president, new people at every Federal agency (with a couple of exceptions), and, potentially, an entirely new slate of opportunities. So what to do?

Well, you can take ads in all the trade journals and hope someone reads them, or wait for the announcements in FedBizOpps and see about following up, or hire some new business development professionals and hope and pray they can fill your pipeline – OR – you might take a hard look at your strategic planning and business development processes and determine what’s needed to make them work better.

If that sounds like a plan, when are you going to start? Next quarter, this summer, “some day,” or how about RIGHT NOW. If there’s anything guaranteed in this world other than death and taxes, we can say for sure that the longer you wait to build an effective program the longer you are going to wait to see any significant results.

You didn’t think of that – OK, most people don’t – but now that you have, it’s time to assess. What are the corporate skills, capabilities, goals and strategies? What contacts do you have and which ones do you need to win? What have you been doing right and, equally important, what’s on the “don’t ever do that again” list? Is your staff involved (it is their company too you know), if not, why not, and how are you going to get them to participate?

Yeah, this is a tall order for any company but you can’t make money sitting on your butt. Need help? Call me. Mike Berger, 703-642-5153, cell 703-861-0726, or send me an email at mberger@acibiz.com. And, by the way, Happy New Year!