Tangible connections are illustrated among the elements of the Business Development lifecycle, PMBOK 5th Edition, the ISO 9001:2015 Standard, and Lean Principles. In helpful ways, PMBOK links the Business Development, Capture Management, Proposal Development, and Knowledge Management arenas with project management. The Critical Path Method is applied to pivotal milestones in the Business Development process, as is Progressive Elaboration. Each major activity is interpreted through the lens of PMBOK’s framework. Promoted by the ISO 9001:2015 Standard, W. Edwards Deming’s Plan-Do-Check-Act (P-D-C-A) cycle is demonstrated to be relevant to conducting Business Development functions, along with the value creation process associated with Lean Principles. Connecting Business Development staff and practicing Project Management Professionals in operational roles contributes to an organization’s capacity to win business in the Federal and Commercial marketspaces.
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Visualizing the close connections across Business Development, Capture Management, Proposal Development, proposal reviews, Knowledge Management (KM), and program and project management to optimize organizational performance and drive up the probability of winning proposals (Pwin).
Business Developers, Capture Managers, Proposal Developers and Managers, Program and Project Managers, Executives, Entrepreneurs.
Dr. Robert S. Frey, APMP Fellow, PMP®, TOGAF V9.1-certified
Co-Owner/Principal, Successful Proposal Strategies, LLC
Oakton, Virginia, USA
With more than 30 years of professional proposal development and Knowledge Management experience, Dr. Robert S. Frey has supported organizations of all sizes, as an integral part of proposal teams, to win $6.350 Billion in funded contract awards in the last 10 years alone since he launched his own consultancy. He is the author of six editions of the book, Successful Proposal Strategies for Small Businesses (Boston and London, Artech House, Inc.). Dr. Frey has conducted proposal training for nearly 4,000 private-sector and Government staff.