BD COURSES

This course covered how recent FAR updates are changing acquisition strategy and business development long before an RFP is released. Participants learned how regulatory changes impact early engagement, capture planning, competitive positioning, and internal decision-making, and how to adapt BD, capture, and leadership efforts to stay aligned with how the government is buying today.

​This course covered how to align your services with the federal contract vehicles agencies increasingly rely on to procure work faster and with less risk. Participants learned how to evaluate which vehicles best fit their capabilities, customers, and growth strategy, while understanding how FAR changes, BIC preferences, operational readiness, and historical buying patterns shape business development, capture strategy, and long-term success in today’s vehicle-driven government market.

This course covered how to identify, track, and act on the key performance indicators that drive growth, profitability, and smarter business development decisions in government contracting. Participants learned how to evaluate their federal market positioning, uncover hidden risks to profitability, and assess the maturity of their systems, pipeline, and execution capabilities. The session also explored how the government measures performance beyond CPARS, how to gauge business resilience, and what makes a GovCon company attractive to potential acquirers.

This course covered how to identify SCA-covered contracts, build SCA awareness into your business development pipeline, and use SCA knowledge as a competitive advantage in the federal marketplace. Participants learned how to evaluate incumbent contractors, uncover hidden pricing risks tied to Wage Determinations and fringe benefits, and assess their internal capability to price and administer SCA contracts correctly. The session also explored how SCA compliance impacts teaming decisions, how to target the highest volume SCA agencies, and what it takes to execute SCA obligations successfully on a live contract.

This course covered how to identify and vet the right teaming partners, build teaming strategy into your business development pipeline, and use teaming knowledge as a competitive advantage in the federal marketplace. Participants learned how to evaluate potential teaming partners from both the small business and large prime perspective, uncover hidden risks tied to poorly structured teaming agreements, and assess their internal capability to negotiate and manage teaming relationships effectively. The session also explored how teaming decisions impact capture strategy, how to leverage small business designations (8(a), SDVOSB, WOSB) to maximize teaming value, and what it takes to execute a teaming partnership successfully from pursuit through performance.

This course covered how to build the operational and financial foundation needed to compete, capture, and win during the September Sweep, and how to use that readiness as a competitive advantage in the federal marketplace. Participants learned how to evaluate their pipeline tracking and past performance processes from a bid-readiness perspective, uncover hidden risks tied to disorganized pipelines and thin past performance libraries, and assess their internal capability to run a repeatable contract award kickoff process. The session also explored how pricing strategy and financial positioning impact capture decisions, how to strengthen compliance posture ahead of increased bid activity, and what it takes to move from pursuit through performance without losing margin along the way.

This course covered how to structure, position, and scale a joint venture to expand your footprint in the federal marketplace, and how to use that JV strategy as a competitive advantage in a crowded field. Participants learned how to evaluate potential JV partners from a strategic fit perspective, uncover hidden risks tied to poorly vetted partnerships and misaligned capabilities, and assess whether a given opportunity, or contract vehicle, is the right fit for a joint venture pursuit. The session also explored how to execute the JV set-up process successfully, what lessons others have learned from JVs that didn't go well, and how long a JV can be held and what happens if it goes unused. Participants also learned how to navigate SBA mentor-protégé JV approval, and what recent FAR changes mean for how SBA regulates and awards JVs going forward.