Foundations of Federal Business Development - Bid & Proposal Academy Course

This event qualifies for 3 CEUs

This event qualifies for 3 CPEs

This event qualifies for 3 CLPs

This event qualifies for B&P Academy Certification

This course offers essential skills in professional business development. It begins with an overview of the Federal business development process and what it takes to succeed in the profession. It proceeds to the basics of doing business with the U.S. Government. It then focuses on the nuances of Government contracting that every business developer has to understand in order to win contracts, such as rules of the socioeconomic program for small businesses, and how you can make the program serve your goals even if you do not directly qualify for the benefits.


Gain understanding of the basics of Federal Business Development (BD) lifecycle, and learn how to navigate the U.S. Government market place, perform strategic BD planning, market analysis, Federal marketing, pipeline development, opportunity qualification, and maximize your win probability.


The course also teaches practical skills in conducting market research used to both identify Federal customers and build a robust opportunities pipeline. After thoroughly explaining tactical tasks, the course demonstrates strategies for business development planning that every business developer needs to know. The course culminates in instructions for both engaging with the Federal customers and marketing to them effectively.


As a whole, the course is an interactive 2-day workshop that is 50 percent lecture, 30 percent exercises, and 20 percent discussion. It is built around hands-on exercises and scenarios to practice and discuss key steps of the business development process.

Learning Objectives:

The participants will learn and practice skills in:

  • Understanding what skill sets and qualities it takes to succeed in the Business Development profession.
  • Getting and maintaining Government contractor registrations.
  • Navigating Federal regulations.
  • Taking advantage of the socioeconomic program benefits.
  • Leveraging the SBA and other agencies’ Mentor-Protégé Programs.
  • Correctly determining company’s business size and understanding its importance.
  • Leveraging different forms of selling to the Government.
  • Understanding the rules for source selection and contract awards.
  • Performing market research to identify target Federal agencies and Government contacts.
  • Building a solid Government opportunities pipeline.
  • Using capture intelligence databases effectively.
  • Qualifying an opportunity to ensure the highest win probability.
  • Setting strategies  for winning business in the Government contracting arena.
  • Calculating business development budget.
  • Identifying Must-Win opportunities.
  • Securing visits to Government clients.
  • Understanding the rules of marketing to the Government.
  • Building effective relationships with Government customers.
  • Developing business development collateral.
  • Identifying venues for effective business development.
  • Targeting potential teammate.

Relevant Government Agencies

Federal Government

This event has no exhibitor/sponsor opportunities

Thu-Fri, May 24-25, 2018, 9:00am - 5:00pm

OST Global Solutions - B&P Academy
7361 Calhoun Place
Suite 560
Rockville, MD 20855
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OST Global Solutions, Inc.

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