Do you feel that your business development investment constantly underperforms?

Let’s cut to the chase – BD performance, however structured, must be captured as a KPI. With pipeline, capture and award performance targets defined, the BD roles, funding, sequencing and decision sets need to be captured in a written workflow that outlines the process from initiation through capture.  Only with the process and roles specified will you be able to optimize BD investment.

The BD roles are a key component underpinning the renowned DAVIE Federal BD Management Model, the methodology developed by Shirley Collier, founder of Scale2market. www.Scale2market.com. Shirley has years of experience in expertly walking GovCons through a proven process of implementing and executing their BD plans and their associated apparatus.

The DAVIE model enables GovCons to turn BD plans and strategies into actions. As Shirley states, this means developing internal cross functional processes; implementing software tools that facilitate market intel, sales, capture, CRM and marketing efforts; defining job roles and responsibilities; hiring the right staff; creating incentive plans; establishing goals and milestones; conducting pipeline meetings; coaching the BD team on tactics, evaluating progress and measuring ROI.

With the Mindmap elements in place, Shirley is insistent of what it takes to follow this framework. We value her BD plain-speaking and summarize the elements here: