It is no secret that building and sustaining a proﬁtable company is a challenge that fewer than 50% of companies less than 10 years old can meet. Failures come in many shapes and sizes but the major cause is failure to create a plan and faithfully execute it.

Over the last 20 years Aviation Management has developed and used a six stage process called Winning Ways! that enables companies to plan and execute sound business strategies for building and sustaining revenues. Winning Ways! is not an academic exercise in case studies, best practices or popular business theories, but a pragmatic approach to business development built on real-world experience with some of the world’s most successful companies.

Winning Ways! is presented as six individual, but integrated, phases of business development. Each business development phase is optional and is a complete standalone package with handbooks, worksheets, and presentation materials that deﬁne the why’s, when’s, where’s and how’s of business development. This material is organized to create a working library of knowledge, policy, procedures and process for your company.

Unlike many organizations that offer one day to one week training seminars and workshops that target selective aspects of business development, Aviation Management will work with your company from six months to one year or more to provide business development expertise and in-formation. We will assist you in developing your own standalone business development capabilities and organization.

Aviation Management has 20 years of successful program management marketing and technical support for corporations, trade associations, academia and others pursuing federal government business opportunities.

Aviation Management has supported companies such as Martin Marietta, IBM, Computer Sciences Corporation, Johnson Controls, Northop-Grumman, Motorola, Boeing, Raytheon and others to capture over $5 billion worth of federal business opportunities from directed sole source to full and open competitive contracts.

In addition, Aviation Management has assisted many small companies such as Sen-sis Corporation, Weather Services International, Megapulse, Airport Innovations, Seagull, Airport Auditing and Information Systems, PerformTech, and Star Mountain in developing and implementing a strong business development identity, presence, capability and process that has served as a cornerstone for their successful, proﬁtable and sustained growth.

Aviation Management has the knowledge, skill and experience to support your organization in creating and sustaining a business development organization- whether it’s one key employee to an entire business development team.

Winning Ways!

Building A Complete Business Development Process

Package 3: Capturing (240 hours)

Capture planning is the key to developing successful proposal strategy and win themes. Many companies do not collect and organize the information and knowl-edge required to build and execute successful win strategies.

Aviation Management will work with your organization to create a capture plan template and process for tailored for your organization’s needs.

Package 2: Targeting (360 hours)

Targeting requires aligning business opportunities with company capabilities and resources. This process identiﬁes short and long term plans for success and growth. Targeting enables companies to identify and qualify business opportunities and markets.

Aviation Management can work with and train your organization to develop target markets and opportunities that will in-crease your corporate business base.

Package 1: Assessing (120 hours)

Rarely do companies completely and objectively understand their core capabilities, environment and the federal customer. This is a primary cause of marginal performance and minimal sales.

Aviation Management can work with your company to train your organization to honestly assess all critical business parameters. We will help build a realistic strategic plan that builds a commitment to growth and prosperity.

Assess Internal and External Environments
Target Business Markets
Capture Opportunities

Propose Winning Solutions
Perform to Customer Expectations
Sustain and Grow Customer Business

Package 4: Proposing (240 hours)

Notwithstanding the amount of apparent proposal process knowledge and training available, many companies that should win contracts do not. Misunderstanding the customer’s management, ﬁnancial and technical requirements is a key failure. Often, requirements are overlooked as we rush to respond to RFP’s with ad hoc proposal teams.

Aviation Management can work with your organization to develop and manage an effective proposal process. We emphasize focusing on customer requirements with clarity, brevity, substance, continuity and skill.

Package 6: Sustaining (240 Hours)

Sustaining and growing a business base with a current client should be a source of major company growth. Many companies fail their customers and themselves when they assume continuing marketing, sales and customer relations will be sustained or advanced by company organizations and employees dedicated to supporting a customer awarded contract.

Aviation Management will train your organization to leverage a win to sustain and grow your customer business base.

Package 5: Performing (120 hours)

First impressions are lasting and getting started the right way with a customer is critical to building a solid business relationship. Unfortunately, many companies are ill prepared to support a customer once a contract is won.

Aviation Management will support and train your organization to effectively initiate new programs, creating a path to great customer relations and program success.

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