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Services: Business Development Consulting


ifour's business development consulting services help clients win more work through superior customer/market intelligence, account planning and best practices from across the government sector that improve client's overall business development performance


Case Study
Situation: Client had a large, decentralized BD team that was not generating sufficient qualified, winnable targets to sustain necessary growth.

Engagement: Analyze all elements of BD function and develop practical and culturally acceptable solutions to materially improve BD performance.

Results: As a result of our recommendations, the client:
  • completely revamped the criteria around BD staff competencies, roles and responsibilities
  • directly used our results to create HR and training materials
  • changed BD policy and processes
  • replaced many BD staff who did not have competencies matching the new organizational requirements
Business development in government markets is dramatically different than sales in the commercial or consumer world. The size of programs, importance of teaming, influence of politics, availability of information, strict rules governing procurement and the size of investments required to win work, all contribute to a business development environment that is unique. Off-the-shelf processes for executing business development are prevalent throughout the government sector, and although these processes can work, they are often poorly executed and often are not adequately tailored to the specific needs of the business. ifour helps its clients improve the overall performance of business development and accelerate growth through:
  • assessments that identify sources of problems and areas for improvement
  • tailored implementations of best-in-class processes into client organizations
  • development of specific processes and tools to enhance the performance of existing business development systems

ifour also helps clients in the execution of business development through:
Examples of our work include:
  • ifour has conducted Business Development Process Assessments (BDPAs) for a number of clients throughout the government sector
  • For a top-five federal contractor, ifour developed and implemented a new business development gated-review process
  • For a top-three federal contactor, ifour performed a "loss analysis" of four contracts lost in a single DoD department with the result of assessing why the contractor actually lost and recommending multiple systemic improvements in their capture processes
  • For a top-ten federal contractor, ifour helped create a new process for managing the drafting of proposals for large, strategic bids
  • See also Custom Research & Analysis for examples of research & analysis support for business development

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