The Business Development Journey by John C. Lauderdale III is the keystone volume in the Roadmap To BD Success series, a modular how-to guide devised and created by CAI/SISCo. The initial wave of books (2013) is to be followed by additional volumes, each by an established authority in the content presented. This book provides a top-down view of the soup-to-nuts essentials of business development. As a guide, it describes the relationships inherent in the volumes that make up the series. Practitioner describes those individuals with responsibilities for obtaining—and retaining—government business. This term includes customer representatives, capture managers, proposal managers, proposal coordinators, contracts specialists, estimating specialists, as well as those on the periphery of the business development process. University students planning a career path to include these functions are considered "practitioners-in-training" or "practitioners-in-waiting." 
Speaking now to active practitioners: As such, you are successful or you would not be interested in this book. If you are like virtually everyone in the field, you would like to be ever more successful. Getting from where you are to where you’d like to be certainly involves gaining and maintaining an understanding of “best practices” in your field. Today, those practices are both complex and continuously evolving. Therefore, the only way of being truly successful in this field is to continuously refresh your individual and organizational skills and knowledge.

The Business Development Journey (The Roadmap To BD Success)

Business & Money

Lauderdale III, John C.

Education & Reference

CAI-SISCo

Winning Out Loud: Oral Proposals That Win Billion-Dollar Contracts (The Roadmap To BD Success)

Harris, Jack

Harris, Barbara

The Recompete Guide: 60 Ideas for Recompete Success by Nigel Thacker is one volume in the Roadmap To BD Success series, a modular how-to guide devised and created by CAI/SISCo. The initial wave of books (2013) is to be followed by additional volumes, each by an established authority in the content presented. This guide focuses on the ideas and approaches needed to retain existing contracts. From the start of the contract through to final presentation, this book is full of tools, processes, and techniques that will help incumbents prepare for and deliver a successful recompete.

The Recompete Guide: 60 Ideas for Recompete Success (The Roadmap To BD Success)

Thacker, Nigel

"Hope Is Not A Winning Strategy. . . But Price To Win (PTW) Is!" is written around CAI/SISCo's 3-Phase, 10-Step PTW Framework which is now used as the basis for internal PTW by a growing number of major companies. The book is a treatment of practices, problems, and practical solutions that will allow bidders to implement PTW and get on the road toward winning more opportunities for less investment. The purpose of this book is to provide a Price To Win (PTW) framework and process to help achieve win probabilities (pWins) of 100% for competitive opportunities. Not 73% or 87%, but 100%. The book's ideal readers are: all who are involved with any aspect of business development involving the pursuit of competitive contract awards; contracting business owners and their senior managers looking to take their businesses to the next level (i.e., small to mid-sized, mid-size to large-sized); and anyone else who is curious enough to want to learn about the bigger picture. The takeaway that this book strives to provide is that PTW should be embraced by firms that vie for competitive awards because it can significantly improve opportunity pursuit pWins by focusing on the competition, providing the Home Team with timely information concerning what it needs to do to overcome competitors in terms of their aggregate Evaluation Award Points (for Team, Approaches, Solutions, Past Performance, etc.) and their most likely gamed Bid Prices. It will also help the Home Team focus on preparing and pricing a bid that can beat the fiercest competitor and win!

Hope Is Not A Winning Strategy... But Price To Win (PTW) Is!

Constable, Anthony C.

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Books by CAI-SISCo