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Business Development

Tuesday, May 27, 2014 | 1:00 PM - 2:00 PM
Chicago 9

Market Intelligence: Gaining Strategic Advantage before You Bid

Christy Hollywood
Principal Consultant, Hollywood & Associates, Ltd.


Your organization can increase its win rates by being brutally honest about your firm, your competition, and the opportunity.  We’ll examine two case studies of identifying and qualifying opportunities though intelligence gathering and analysis.  One case will focus on new market penetration, the other on expansion of current markets.  We’ll provide tips, lessons learned, and cover how to learn about the opportunity – and the market surrounding it – to inform bid/no bid decisions at early stages.  Attendees will be able to help their organization better address the largest pet peeves of proposal and capture professionals: low pipelines, random bidding, and lack of market awareness.  In addition, we’ll talk about a topic that continues to flummox many firms: new market penetration. Attendees will take away an understanding of market intelligence sources, best practices, and two applied examples.  While the focus is on Federal opportunities, the presenter will include discussion of commercial application.


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Christy Roach Hollywood leads Hollywood & Associates (www.hollywoodassoc.com), providing business development process improvement and operational support to federal contractors. She consults and trains clients on tailored approaches to new market strategy, account management, capture, and proposal operations. Previously, she held pivotal business development roles at KPMG’s Emerging Markets Group, RTI International, Noblis (formerly Mitretek), T. Rowe Price, and Fidelity Investments. In addition to APMP participation and publications, she is a member of the Strategy and Competitive Intelligence Professionals (SCIP) and Project Management Institute. Christy (christy@hollywoodassoc.com) holds a BA from UVA and an MBA from UNC-Chapel Hill.


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