Recently, a small business asked us to provide a quick definition of business development. Our answer is shown below: Read More

It's not the flow chart that makes a process successful.  It's not even the process manual (that sits on a shelf) that makes a process successful.  What makes a process successful are the tools that people use to execute the process. 

The biggest problem with the transition from business development to proposal is that there is any "transition" at all. A proposal is nothing more than the closing of the sales process. It is not a separate process, but the completion of a single process. Read More