Shot Selection: Choosing the right opportunities
BD is the process of creating business opportunities—by opening new or expanding existing markets, or by developing new solutions or partnerships. BD Managers establish relationships with potential customers to identify qualified leads and influence requirements of future requests for proposals (RFPs). Capture Management, a cornerstone of BD, is the completion of actions needed to position the company to close the sale and win the contract. These activities are all part of the BD/Capture lifecycle. But what are the processes to accomplish the BD activities and put Capture in a realistic position to close the sale and win the contract? This webinar will discuss the processes from moving from an unknown position with a customer to most favored position with the customer.
- How do you go about finding the right opportunities?
- The process of going from an unknown position to a known/favored position
- Capture managers
- VP of Business Development
- Proposal Directors
Len Miller, CEO/Account Lead at Hinz Consulting
Len has more than 35 years of leadership in business development, and capture/proposal management for US Government and commercial programs. He is an experienced capture manager, proposal manager, business developer and proposal writer on bids valued in excess of $20B.