Holden International
Holden International
Government
Industry Trends
Market Expansion
Importance of Business Development
Business Development and Growth Program Overview
Course Descriptions

Holden’s Business Development and Growth provides unconventional thinking and engineering-driven methodology to the entire business development capture continuum.
Business Development and Growth consists of five phases covered in six program modules:
Business Development Proficiency
This introduction to the program defines the competencies and attributes required to be successful in business development. Participants will have an opportunity to compare their confidential profile with these requirements and work to close any gaps that exist in order to drive personal and professional development.
Phase I: Opportunity Identification
This early phase of the Methodology centers on team exercises to identify potential opportunities based upon business development best practices. These practices often center on existing or future connectivity between related and seemingly unrelated events, issues, trends, emerging situations and other factors that collectively produce the potential to form an opportunity.
Phase II: Figure of Merit (FOM)
The FOM is a patent-pending quantitative approach to evaluating an early stage opportunity, in terms of Pursue, Maintain Presence or Disengage, along with an assessment of competitive positioning. The relative merit of opportunities is empirically established, which will drive resource allocation and maximize the capacity of individuals performing the business development function through proper opportunity prioritization. In addition, the nature of opportunities, in terms of portfolio and market positioning is graphically determined and illustrated.
Phase III: Business Development Plan (BD Plan)
This phase of the Methodology builds a business case for early stage pursuits from eight key dimensions to ensure the success of the business development pursuit, including the creation of both traditional and nontraditional sources of competitive advantage to be leveraged during subsequent capture campaigns.
Phase IV: Pre-RFP Capture Strategy (PreCap Strategy)
The PreCap Strategy is a collaborative business development/capture team effort to formulate capture strategy, pre-RFP, when customer relationships can be built with Foxes, the RFP can be influenced and sources of competitive advantage can be developed. These sources are combined with competitor vulnerability and timing considerations to produce a definitive strategy, again, at a time when pre-RFP flexibility exists.
Phase V: Transition Briefing (TB)
This phase focuses on formally advancing the level of situational awareness on the part of all team members to ensure a smooth progression to the capture campaign.
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