The terms bid case and business case are often used interchangeably, but they represent two very different perspectives. The bid case is the solution and financial model used to win the work. 

Through TKG’s direct engagement with our customers in the field, it is evident that most Business Developers are not monitoring changes to the Federal Acquisition Regulation (FAR) and lack a clear understanding of the Revolutionary FAR Overhaul (RFO) (https://www.acquisition.gov/far-overhaul) and its implications for future Business Development operations.

“ChatGPT can make mistakes. Check important info.” is the standard OpenAI interface warning, but few heed the warning.

There’s an old saying: “You can’t expect what you don’t inspect.” In simple terms, you can’t rely on something, or someone, to deliver if you haven’t verified their ability to do so. In business, this applies equally to people, plans, and systems.

Professional development can be as simple as reading trade publications, industry websites, and partner materials to stay informed. A more comprehensive approach is joining a professional organization, where practitioners share trends, best practices, and proven techniques.

A true Capture plan requires end-to-end visibility and structure. This visibility and structure can be achieved by shifting from a “top-to-bottom” list to a “left-to-right,” timeline-oriented framework.

Federal Acquisition Regulation (FAR) Part 10 has been “refreshed”, and the changes are designed to make market research more flexible. Read the highlights.

Organizations frequently turn to their top business development talent—closers, connectors, and top producers—when filling leadership roles.

Supply chain management is more important than ever. Businesses are dealing with rising costs, trade changes, and increased government oversight—and customers are feeling the impact quickly.

In business development, the terms training and certification are often used interchangeably—but they are not the same. Attending a course or seminar provides valuable information, but it does not make someone “certified.”

Certification is a formal credential. It involves meeting specific prerequisites, undergoing training, demonstrating competency through assessment, and performing in accordance with recognized standards. It’s a structured process that validates subject-matter expertise—not participation.

Orientation briefings are essential for ensuring a smooth and effective transition between leaders. These briefings, prepared and maintained in real time by staff, should always be ready to support unexpected departures, including unplanned or rapid exits.

The Secretary of Defense issued a memorandum highlighting the urgent need to accelerate software acquisitions. As part of this guidance, he named Other Transaction Authorities (OTAs) as one of two “default solicitation” methods for acquiring software rapidly.

The growing emphasis on OTAs isn’t just limited to Information Technology. Their use is expanding across various sectors of defense acquisition—and that trend is expected to continue.

Successful business development executives make it a priority to stay informed. They read the news, attend conferences, join webinars, and participate in workshops to better understand a constantly shifting landscape.

They go beyond the surface—doing the research, asking the tough questions, running scenario analyses, and building contingency plans. In short, they think and act strategically.

Standard capture processes are highly complex and demand significant human involvement.

To reduce costs and improve efficiency, BD leaders should consider the following strategies:

Not all government databases and websites/platforms are “hyper accurate”.

For conducting analysis, it’s important to understand what each site or database provides, where the information is drawn from, how frequently its updated and what information you can access.

Understanding what each site or database provides can help you determine how information is collected and reported, and which site(s) or database(s) best suit your needs.

There is a general lack of understanding about what the System for Award Management (SAM.gov) is and does.

SAM.gov is the centralized repository for federal acquisition information.  The platform consolidates several previously standalone systems, making it a comprehensive resource for conducting analysis and solutioning.

A successful shift from capture management to proposal development is essential for maintaining alignment and ensuring smooth operations.

In service-based companies, AI tools are primarily integrated into Customer Relationship Management (CRM) systems, mainly for customer or market analysis. These tools offer little to no operational functionality for tasks like solution development, comparative analysis, or capture management. In some instances where operational functionality is provided, AI is often limited to simple add-on features, such as keyword searches, creating compliance checklists, or generating basic proposal content.