The 5 Phases of Business Development

The Business Development (BD) process in Government Contracting relates to the identification of suitable contracts and preparation of proposals in response to Government solicitations for these contracts. It typically consists of five separate and distinct phases:The PositioningPhase (tied to the company’s Business and Strategic Plans), where the company decides on the direction they want to take to increase market share.
The PursuitPhase, where the overall Marketing Plan is developed and then separated into the accounts that will identify individual targets to pursue
The ProposalPhase, where the response to the RFP is prepared
The Post SubmissionPhase, where clarifications, proposal modifications and negotiations (if any) are prepared
The OperationsPhase, where the contract is mobilized for Phase-in, if won – or lessons learned from the Government’s debrief is collected, if lostOne important aspect of the BD process is that it is most effective as a closed-loop system, in which the Operations Phase information feeds into the Positioning Phase for an ever-changing system that quickly reacts to changing conditions in the marketplace. This is often referred to as the BD Lifecycle.Many separate workgroups or business units support the BD process, from corporate management to the operations staff to production personnel and administrative staff inside the company, to third party Subject Matter Experts (SME) or professional proposal preparation personnel like those provided by third party consulting firms.Positioning PhaseSome of the tasks performed during the major phases of the BD process include:Defining the company’s direction
Using data from the Marketing Plan, establish target selection criteria and prioritize targets
Forming strategic alliances with other companies that can make good teaming partners that will lead to expanding the company’s resume in new markets
Analyze the gaps between where the company is today, and where the company needs to be, what it needs to have, etc to meet the projected goals
Establish the various Lines of Business (LOB) and develop the account plans (by customer, region, etc) to support the LOBs
Establish the necessary overall Bid and Proposal (B&P) budgets to support the accountsPursuit PhaseEstablish and develop the Capture Plans for targets identified within the Account Plans
Develop an understanding of each individual customers’ needs and articulate these in each Capture Plan
Establish a customer Call Plan and meet with them to discover gaps and present solutions
Locate Key Personnel suitable for the job
Locate required subcontractors to fill niche task requirements or small business subcontracting goals
Locate and commit one or more “guy on the ground” that understands details that may not be disclosed during the procurement cycle (make sure he does not have a conflict of interest!) Redact all of the information into a Bid/No Bid document for analysisProposal PhaseHold strategy sessions and discuss all known information, and discover any final gaps
Develop the Concept of Operation (CONOPS)
Refine and finalize the B&P budget
Mobilize the Proposal and Cost Teams
Attend the Site Visit/Pre-proposal conference
Conduct Final Bid/No Bid for Management
Prepare, refine, produce, and deliver proposalPost Submission PhaseFollow up to client
Orals Presentation if required
Archive working proposal documents into library
Respond to Questions/clarifications from customer
Revise proposal as neededOperations PhaseMobilize for Contract Phase-in
Negotiate contract modification as needed
Develop lessons learned (entire team)
Collect and archive contract performance data for future proposalsThis is just a simple list of some of the major tasks performed during the process, there are many other sub-tasks that must be performed to accomplish these, and there are many opportunities to do them incorrectly. This is often frustrating for companies, as they are unable to understand why they’re not experiencing the success they believe they should have, or that their competition has, because they are dutifully performing each step of the process.What’s important here is that merely performing the step is not the same as performing it correctly. Another dynamic of this is that it can be difficult to admit that sometimes we need help, or it could be that upper management would take a dim view of our abilities if we asked for outside help with our internal processes.Additionally, many large (and some small) companies need help, but don’t know they need it (or in extreme cases, are too arrogant to admit it). This is normally characterized by a high turnover of business development personnel as they struggle in vain to be successful using a broken process.

Selecting the Best Contractor For Your Home Improvement Project

Maintaining or renovating a home can be a very daunting task for most people. However, after all the hard work and investment in time and resources you have allocated for a home improvement project, the satisfaction of seeing a superbly crafted home that you can call your own can be priceless indeed. Such is the importance of choosing the best and most qualified contractor who is knowledgeable and capable enough to turn your vision into a remarkable work of art.When choosing a contractor for repairs or renovations for your home improvement project, it is vital that you first acquire all the important information about a particular contractor before ever committing in getting their services. You need to make sure that they are capable of performing all the inclusive work, including customized builds and improvements that you would want your home to have. To get all these pertinent information, you should ask your contractors a strategic set of questions designed to extract all the data that you will need. To help you start in this direction, you should ask the following set of questions:* Does the contractor have the appropriate knowledge and experience with the type of home improvement project that you have in mind?According to recent information from the industry, approximately 80 percent of contractors and builders are knowledgeable and are adequately trained in the latest construction and building techniques. However, even though they may have the training with these new techniques and the certifications to show for it (ex: techniques in energy-saving green building technologies, etc), their actual experience may have just been picked up or even achieved as they work on new projects. On some cases, the home renovation projects may involve a historic home with irreplaceable artifacts or sections. A contractor may not have the expertise in dealing with such a home nor could they match the craftsmanship involved with these historic masterpieces.* Is there an existing relationship between your contractor and architect/designer and have they worked together on a project before?For your home improvement project, you may take on the services of some of the best architects and interior designers in the whole of Massachusetts. To complement the expertise of these professionals, it is but proper to also get the services of the best contractors for the project. In such cases, it would be best to choose a contractor whom your architect or designer knows. They may be aware of the track record of these contractors and may be comfortable working with some that they can identify. With such arrangements, you can be assured of a timely completion of your project and in the manner that you envisioned it to be.* When you inquire something about the project, does the contractor communicate well with you?It is a normal thing for homeowners to ask something about a home remodeling project from their contractors. However, if all you get is a hasty answer without much details and it would appear that they want you off their faces, then be careful of such contractors. A good contractor should be receptive of the needs of their clients and should be ready to discuss every detail of the project should you ask for it.* Is the contractor experienced in working with your kind of home?A commercial construction is different from a home construction in terms of details and even on building and safety codes. The contractor should be adept in the type of home that you have, otherwise they might turn your priced possession into their laboratory for trial-and-error building methods.* How fast can the contractor start and how soon can they complete the job?Finding the best contractor is one thing, but having them start on your home as per schedule is another. You might be at the end of a long list of clients and would have to sit it out for months on end. You should weigh the urgency of having the work done as soon as possible or getting the services of the best contractor that you can get.* Is there a guarantee for their work after completion?A competent contractor will give you the assurance of an excellent renovation or repair work and will provide you with a guarantee on the work done. They should be confident enough of the quality of their work and give their clients the assurance that they need.Conducting a one-of-a-kind home improvement project for your Massachusetts home entails the best services from the best professionals available for the job. Taking a few extra moments in checking out your contractors before hiring them can spell the difference between a disastrous undertakings or a magnificent work of art you can call your home.

Treat Your Food and Drink Allergies

Certain food and drink allergies can make you very uncomfortable in few situations, keeping you always suspicious of what you are about to eat or drink. This can affect a human in a many different ways. Just think about it! How easy it is to have the same food every day you are already bored with? Well let me give you a clue, ”It’s NOT Easy.”Even worse factor is, in some of the cases when you were able to enjoy a certain food or drink, but in the meanwhile you have developed an allergic reaction to it. It surely is very unpleasant to hunger after a certain food and to resent it at the same time because you anticipate the disagreeable effects it will have on you.Food and Drink sensitivityThe way you get allergic reaction is when a specific enzymes in the product you are having can not tolerate some chemical or natural substance of it.The main symptoms are: gas, constipation, diarrhea, IBS, skin rash, headaches, and cough.From another point of view, allergy is an immune response to some allergens, or food proteins that generate the allergy, and has a partially different symptomatology: soft tissues (tongue, lips, eyelids, etc.) swelling lesions itches vomiting culminating anaphylactic shock.Most common Food generating allergies include milk, eggs, seafood, shellfish, peanuts, tree nuts, soy, and wheat.Aloeride effectivenessNow there is a easy way to regain the possibility of using food and drinks banned for long time from your diet. Few cases reports an increased tolerance to substances you could never even think to ingest again after undergoing terrible reactions to them. The fact that Aloeride performs on the immunity system guarantees that allergic reactions, as immunity responses to some mixtures found in food or drinks, can be dealt with. Using Aloeride for drink or food allergies doesn’t really mean you should go and grab everything you had allergy before with. It would be really irresponsible from your side, however Aloeride may actually surprise you, it offers you an opportunity to learn simple things like rightfully appreciated food, especially after a period of constant prohibition and frustration.