Overview

"The In Pursuit - Business Development Life Cycle lifts the best from Large Business BD methodologies and tailors them for Small and Mid-Tier firms to ensure a sustainable, revenue-healthy pipeline into the federal marketplace. The Life Cycle's premise is, ""Doing nothing, produces nothing, doing some produces little, doing a lot produces some, and doing it right, produces most."" The book is a great read from front to back, building on previous topics and exploring in detail activities that have worked for both large and small businesses. It is supported by an exhaustive Table of Contents so that it can be used as a reference book, taking you directly to a topic of interest when necessary. The framework, founded on mind maps, can be used and reused during any given pursuit guiding within each activity or across an entire phase of the capture. The framework is designed such that the practice areas within the Life Cycle are plug and play; the individual can add, modify, or delete any exercise based on their specific industry or preference. This flexibility established the foundation for Continuous Capture Improvement; refining each practice area based on lesson's learned. The Life Cycle encourages the practitioner to engage the activities cognitively until they come naturally. The Business Development Life Cycle is designed to be adopted corporately or practiced individually. Corporately practiced establishes the firm's business capture rhythm. Independently practiced increases your skillset as a business development professional, experiencing the enjoyment of successful pursuits and personal wins."

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9781074569112

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