Winning strategies | How to build your business development team
If an organization is moving beyond the strategy of
farming organic growth, it might be ready to
build a precapture strategy. Most companies
begin by looking for an individual who can deliver
new business, from qualify to win. The question
is does the company have that person. Typically, this
person has established a working, personal relationship
with the senior management of the department, agency
or program being pursued. He or she brings an extensive
contact base and ready access to the appropriate individuals.
But this is a minimalist approach.