Strategies

We provide recommendations in the following areas:

LEADERSHIP AND TEAM DEVELOPMENT

We evaluate the structure and effectiveness of your current business development organization. This includes assessing job roles, identifying skill gaps, and providing recommendations for additional staffing or training needs.

BUSINESS DEVELOPMENT OPERATING PROCEDURES

We assess the alignment of your marketing materials, and digital presence with your business development objectives. This involves reviewing your website, business cards, capabilities decks, and other collateral to ensure they are optimized for client outreach and engagement. If we identify gaps, we provide recommendations for improvements in branding, design, and messaging and offer support in implementing these changes.

MARKETING ALIGNMENT

We assess the alignment of your marketing materials, and digital presence with your business development objectives. This involves reviewing your website, business cards, capabilities decks, and other collateral to ensure they are optimized for client outreach and engagement. If we identify gaps, we provide recommendations for improvements in branding, design, and messaging and offer support in implementing these changes.

ALLIANCE MANAGEMENT PRACTICES

Our assessment examines your current approach to partnerships, including existing agreements and processes for vetting and maintaining partnerships. We evaluate the effectiveness of these alliances in generating ROI and provide guidance on structuring fair and reciprocal partnerships. This includes developing mutual referral agreements and best practices that foster productive, long-term collaborations.

PROGRAMMING

We evaluate your current engagement programs, including webinars, seminars, conferences, and other industry events where your team may be involved as speakers, panelists, or hosts. Our assessment examines how these initiatives support your business development goals, enhance brand visibility, and strengthen client relationships. Where gaps are identified, we offer strategic recommendations for expanding or optimizing your programming efforts to ensure they effectively generate leads, demonstrate expertise, and align with your brand’s positioning. We also provide guidance on establishing new programming opportunities and connecting with relevant industry events to maximize reach and impact.

We create and help you implement your company’s Business Development Plan® which includes:

Leadership and Team Development

Guidelines for recruiting, onboarding, and training a high-performing BD team. A structure for staff development to address skill gaps and a framework for performance management and evaluation.

Marketing Plan and New Business Sourcing

A marketing collateral plan, including brochures, business cards, and capability decks, with actionable strategies for leveraging them. Website optimization for SEO and user experience, establish branding and style guidelines, and develop strategies for conference attendance and outreach campaigns. A client QA checklist and framework for identifying new business opportunities with existing clients.

Department Structure and Function

A comprehensive overview of BD operations and processes. The definition of team roles, the stages of the BD cycle with clear milestones, and the templates for meeting agendas and protocols. This also includes a plan for cross-departmental integration and an experience database framework so that prior experience can be cited during BD meetings.

CRM Processes and Protocols

A step-by-step process for new client intake, firm creation, and project setup. Guidelines for CRM activity tracking and monthly maintenance to ensure data integrity and streamlined operations.

Operations and Process Management

Corporate templates for CDAS, MSAS, LOIS, RFIs, and proposals. SOPs for confidentiality agreements, budget creation, and proposal development, as well as document management and sales expense handling protocols.

Alliance Management

Guidance on external partnerships, mutual referral agreements and MOUS. Frameworks for managing internship programs and strategies for engaging with government and trade organizations.

Programming

Evaluate current engagement programs like webinars, seminars, and conferences. Provide recommendations for optimizing programming to enhance visibility and generate leads, along with strategies for participating in panels, speaking engagements, and hosted events.