Guy Timberlake

It's curious opportunity qualification and prioritization questions are under proposal management versus business development, capture, or strategy. If these considerations are being deferred to proposal experts, then a systemic issue exists in how an organization is managing the entire business development life cycle. Qualification and prioritization of leads should begin before and no later than the interest decision. By the time an artifact becomes an opportunity and the pursuit decision is rendered, the focus should be effective capture that results in an informed bid/no-bid decision.

This is about next steps. If you've taken the time to make contact with another professional, in-person, by phone, or other, be sure to indicate your interest in exploring more. Following-up to express thanks and continue progress sends a clear message. Being specific is best. Cite in your follow-up what part of your conversation was of interest, and what you would suggest as a next step. This follow-up is a step towards "asking for their business," something often overlooked by even the best sales professionals.

Our Ethical Stalking for Government Contractors® curriculum includes successful networking tips that are beyond best practices. This includes being intentional about creating and nurturing your professional network. Developing a network based on quantitative versus qualitative attributes may look good on the surface, but its effectiveness will be lacking when it comes to developing useful insights, partnerships, and opportunities. Consider how people, organizations, and events align to your specific objectives before investing your time and money.

This is a true story. I was at a networking event for government contractors several years ago in DC when a young guy from a large service provider organization (thinks staffing) came through and literally zipped around the room of 200 folks dropping a stack of business cards at each of the high-top tables. No greeting, no acknowledging anyone, no engagement. Don't be this guy. If you are in a room that matters to you, then make it count. Be interested in the people in the room, and do your research ahead of time to understand who you want to connect with. Not everyone in the room is relevant to you, and vice-versa. However, if someone starts a conversation, the worse thing you can do is blow them off to talk with someone else.

Let's simplify measuring ROI in market intelligence, especially when using tools that can collect, clean, and visualize, or simply deliver "finished" market intelligence. If your organization has to complete 20 tasks to move from lead to award, how many of those steps are alleviated using the software? This is a matter of having an established process (first) and being able to compare it side-by-side with the market intelligence software so you can make adjustments, and get the optimal ROI.

Recognizing and being able to articulate your Unique Value Proposition is certainly important, but a more fundamental way to convey value to potential partners is by establishing solid, results-driven processes in strategy, marketing, business development, etc. The confidence you will have, and be able to demonstrate related to developing customer insights that provide an information edge, is very appealing as it exudes the ability execute growth strategies, and win.