CON 1200V - UNIT 5: EXECUTING A SALES PLAN: BUSINESS DEVELOPMENT AND CAPTURE (INDUSTRY)
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Module
CON
Institution
CON
CON 1200V - UNIT 5: EXECUTING A SALES PLAN: BUSINESS DEVELOPMENT AND CAPTURE (INDUSTRY)
The most important aspect of corporate growth is developing a ________ ____ and _____ _______.
target market; sales strategy
Which of the following is successful business development not impacted by:
...
CON 1200V - UNIT 5: EXECUTING A SALES PLAN: BUSINESS
DEVELOPMENT AND CAPTURE (INDUSTRY)
The most important aspect of corporate growth is developing a ________ ____
and _____ _______.
target market; sales strategy
Which of the following is successful business development not impacted by:
a. Sales
b. Marketing
c. Human Resources
d. Resource Analysis
e. Accounting
f. Finance
g. Product development
h. Contracts
d. Resource Analysis
[True or False]: A bid and proposal are developed early in the procurement
process, and the resulting proposal is checked by the contracting officer.
Developing a bid and proposal occurs prior to the establishment of a contract
vehicle, implying that government contractors undertake the costly tasks of
business development, capture, proposal-writing, and cost estimation before
being awarded a contract.
True
Define Business development.
A government contractor's overall strategy to win federal business including a set of
tasks and processes meant to develop and implement growth opportunities within (and
between) a corporation in a sustainable and profitable way.
Define Pursuit management.
An institutionalize and disciplined approach for identifying, qualifying, and winning new
business.
Define proposal management including price to win.
The process of supervising and facilitating the completion of a proposal is known as
proposal management. It includes everything from planning the timeline to writing,
theming, and sending the final proposal submission.
What are the three-phases a government contractor uses to pursue an
opportunity?
Business development, pursuit management, and proposal management including price
to win.
A structured pursuit process streamlines pursuit operations to exceed corporate
growth goals. To achieve this, corporations use what methods?
Disciplined pursuit process, dedicated resources, guidance on pursuit strategies, and
communications and marketing.
, What are the stages of the pursuit management process or the federal acquisition
life cycle?
Identify opportunity, qualify opportunity, develop capture strategy, develop solution and
draft proposal, develop final proposal, and post-submittal
Define bid.
A firm's proposed cost for fulfilling the conditions outlined in a request for quotation
(RFQ).
Define identification.
A potential customer is interested in our services and provides contact information.
Identification of a lead is not a qualified lead. These opportunities are considered to be
decided.
Define qualification.
A potential customer has expressed interest has expressed interest in buying our
services, has described a set of requirements, and possesses the money, authority, and
need.
Define positioning.
An offering is recognized by a customer with a need and distinguishes our services from
other competitors.
Define pursuit.
An opportunity that is qualified with a customer and is ready to assign resources to
close/win the opportunity.
Define pre-RFP.
Contractor has identified and committed resources to begin proposal development
based on an understanding of the customer need and their agreement of our solution,
prior to formal advertisement of the solicitation.
Define proposal.
A written response (including technical, cost, past performance, management approach)
by a contractor to a federal government agency looking to buy goods or services. The
Federal Acquisition Regulation (FAR) controls all federal agency proposals, and most
follow their rules.
Define strategic planning.
The organization's process of defining its strategy or direction and making decisions on
allocating its resources (BD, investments, new hires, etc.) to attain strategic goals. It
may also extend to control mechanisms for guiding the implementation of the strategy.
Define industrial policy.
Targeted government support for certain sectors, industries, businesses, or
technologies.
What are examples of industrial policy?
Trade protection, tax credits, direct subsidies, loan guarantees, or otherwise favorable
government loans.
How do administrations differ in how industrial policy is implemented?
Administrations differ on the question who should benefit from targeted government
support. Some tend to favor traditional manufacturing and fossil fuel industries, whereas
others lean toward green manufacturing, such as renewable energy.
Industry standards include:
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