How to Become the Federal Business Developer Everyone Wants

Competent business developers are essential to the success of every small business and large prime contractor chasing federal revenue. 

How can you become the person that every company and teaming partner wants on their team?   

The best BD folks are self-motivated people, willing to work hard and actively initiate and grow their business network within the federal marketplace.  

So, what does it take to be a great business developer? How can you develop the skills for success and career flexibility? 

In the following videos, Neil shows you exactly how to become the federal business developer everyone wants to hire.   

WHAT ARE THE 3 Main Phases of Federal Sales?

1. Business development | The process of fully understanding an agency, building relationships within and around that agency, and identifying opportunities. 
2. Capture Management | The process of shaping a single opportunity’s technical requirements and acquisition approach to your company’s advantage. 
3. Proposal Management | The process of bringing a single opportunity across the finish line by submitting a winning proposal.

WHAT ARE THE TOP 3 SKILLS OF A HIGHLY SUCCESSFUL BUSINESS DEVELOPER?

1. Be able to get in any federal agency door 
2. Be able to build 'strategic' relationships with buyers and teammates  
3. Be able to fill a sales pipeline with 'slam dunk' opportunities   

WHY DO YOU WANT TO GET IN THE DOOR OF A FEDERAL AGENCY?   

1. Learn more 
2. Build relationships 
3. Find opportunities before your competitor

HOW TO GET IN THE DOOR OF ANY FEDERAL AGENCY

1. Research your target agency 
2. Target: Create a list of people you can call 
3. Outreach 

WHY YOU NEED TO BUILD 'STRATEGIC RELATIONSHIPS' WITH BUYERS AND TEAMMATES     

HOW YOU NEED BUILD 'STRATEGIC RELATIONSHIPS' WITH BUYERS AND TEAMMATES        

1. Determine who they are and track them every day 
2. Engage with them (Click their notification bell on LinkedIn) 
3. Meet with them regularly (every 2-4 weeks) 

WHY YOU NEED TO FILL YOUR SALES PIPELINE WITH 'SLAM DUNK' OPPORTUNITIES   

1. Find and put filtered opportunities into the top of your funnel 
2. Put them early enough to pass through the sales process (ie onto capture management and proposal writing) 

HOW TO FILL YOUR SALES PIPELINE WITH 'SLAM DUNK' OPPORTUNITIES   

1. Know your company's slam dunk opportunity 
2. Time block 30 minutes daily to identify opportunities to continuously 
3. Have qualifying process with clear criteria or checklist of what makes it a slam dunk opportunity

NEW FROM NEIL MCDONNELL | "Become the Federal Business Developer that Companies Want in 2023!"

The leading federal government sales and business development trainer, Neil's training and educational content has been viewed OVER 1 Million Times. Now after 200+ daily LinkedIn live training sessions, Neil is designing a 2023 version of his BD course to teach you how to become a highly successful BD professional. This course will give you the knowledge and confidence to identify opportunities and build relationships that lead to federal revenue.

VIsit NeilMcDonnell.com for more information and to be notified when the training is released.