This course offers essential skills in professional business development. It begins with an overview of the federal business development process and what it takes to succeed in the profession. It proceeds to the basics of doing business with the U.S. Government. It then focuses on the nuances of government contracting that every business developer has to understand in order to win contracts, such as rules of the socioeconomic program for small businesses, and how you can make the program serve your goals even if you do not directly qualify for the benefits.
The course also teaches practical skills in conducting market research used to both identify federal customers and build a robust opportunities pipeline. After thoroughly explaining tactical tasks, the course demonstrates strategies for business development planning that every business developer needs to know. The course culminates in instructions for both engaging with the Federal customers and marketing to them effectively.
As a whole, the course is an interactive 2-day workshop that is 50 percent lecture, 30 percent exercises, and 20 percent discussion. It is built around hands-on exercises and scenarios to practice and discuss key steps of the business development process.