Federal Business Development Program

Mastering this course will transform the Business Development Professional into a customer engagement expert.  These experts represent the top performers in any firm’s business development force. Upon mastering these four modules, you will understand the anatomy of the federal government, budget priorities, policies, and processes.  We will teach you who to connect with, how to make the connection, and ways to make that all-important first impression and execute a successful customer meeting, which results in wins for both the customer and corporate firm. These methods have been validated by Federal Executives and industry experts across the community. This course includes homework assignments, workshops, and personality assessments for relationship building.

The Business Development Life Cycle was designed to identify opportunities early, qualifying those opportunities to ensure a trim, healthy, and active pipeline.  The framework walks you through building your capture plan, offer design, and pricing resulting in a compliant and compelling proposal.  We prepare you for post-proposal activities such as oral preparation, best and final offer, and clarification questions.  Finally, upon successful or unsuccessful award, we teach you how to prepare for an informative debrief to facilitate your retrospective and continuous capture improvement.  Corporately practiced establishes the firm's business capture rhythm.  Independently practiced increases your skill set as a business development professional, experiencing the enjoyment of successful pursuits and personal wins.

You have won the contract!  Now what? First and foremost, you must demand excellence in your service delivery team and protect the relationship built by your Business Development Professionals.  Did you know that you need to be working on the re-compete on “Day One” of your contract? Did you know that two of the three business development pursuit types embrace operations?  Business Development establishes that trusted partnership with the customer.  As the Program Manager, you maintain and solidify that partnership while expanding relationships within your agency. Learn strategies on how to be successful in managing your program, protecting your CPARS posture, building a successful workforce, identifying areas of organic growth, and ensuring that the firm’s re-compete is effectively realized.

As Business Development Professionals, we understand our view of the acquisition from identifying, qualifying, capture, proposal, and post-award.  But how does the Federal Acquisition Professional view those same time boxes?  What is the internal workflow of the Acquisition workforce?  How are solicitations put together, and how do they relate to the overall Acquisition strategy?  How does the government determine the composition of the Technical Evaluation Board (TEB)?  How can I effectively work with the Contracting Officer throughout the Period of Performance? There are so many things we wish we knew when moving into that Business Development role.  Get a leg up on your competition and learn the Federal Acquisition Life Cycle from the experts.

Founder and CEO of Parker Group Consulting.  Author, “The Billion Dollar Secret – Secrets to Winning Business from a Former Government Executive” ISBN: 9798668810529

Parker Group Consulting's deep expertise, extensive partnership network, and unique combination of government and private-sector experience are key tools for creating vibrant, productive relationships between government agencies and contracting companies of all sizes. Gloria, the principal consultant, was a Chief Information Officer (CIO) at two cabinet agencies of the federal government for 10 years.  She also taught sales at a Fortune 50 corporation.  While in the private sector sales arena, Gloria was awarded the Golden Circle Award, which was presented to the top 1% of the sales force.

Co-Founder and COO of CornerStone IT, LLC.  Author, “In Pursuit – A Business Development Life Cycle” ISBN: 9781074569112, Copyright © 2019 Howard Michael Rice – Copyright Registration: TX 8-771-806.  Author, “In Pursuit – Coaching Orals” ISBN: 9781088943502.

Mike Rice brings over 40 years of experience in Business Development, Program Management, Service Delivery, and Information Technology for both the private and public sectors. Mike's Business Development Life Cycle is the foundation for the Academy’s "Capture" courseware and workshop offerings.  Mike maintains his technical acumen, influencing and establishing standards in implementing and integrating emerging technologies across the IT landscape.  He is currently assigned to a joint government and industry-integrated project team to streamline the government acquisition life cycle leveraging these same emerging technologies.

CEO Think Acquisition

William was selected into the Senior Executive Service (SES). William is a decorated United States Navy veteran (1988-1993), a David Packard Excellence in Acquisition Award winner (2008), and the recipient of the Navy/Marine Corps Meritorious Civil Service medal (2009). In August 2016, William retired from the federal government with over 26 years of public service. In 2019, William founded THINK Acquisition – an independent acquisition consulting, training, and development firm focused on increasing the individual effectiveness, preparation, and competitiveness of all participants in the federal government acquisition and procurement arena.