There are two proven axioms in Federal Government business development (BD) and capture: “You probably don’t know what you don’t know,” and “If you don’t already know who’s the ‘pigeon’ around the poker table, it’s mostly likely YOU!”
Surprisingly, many companies don’t know what they don’t know when it comes to market strategy and Go-to-Market planning, and they make the same mistakes over and over. In this webinar, we discuss the top 10 mistakes and how you can avoid them.
You'll also learn that effective “B-to-G” BD and capture is a direct result of effective Go-to-Market strategy and execution, including:
• Government market analysis
• Target market identification
• Pipeline development
• Brand, image, and promotion
• Thought leadership
• Industry influencers
• Marketing campaigns
• BD campaigns
• Sales support
Designed correctly, a good Go-to-Market Plan will accelerate sales and increases market share.
Kevin P. Young is Lohfeld Consulting Group's Principal Consultant and Practice Leader for Go-to-Market Strategy and Execution. He helps government contractors analyze markets and develop Go-to-Market Plans, and he supports the execution of marketing efforts to enter new markets and expand current market sales.
Prior to joining Lohfeld Consulting, Kevin served as VP of Marketing at SAIC, Unisys, and LandAmerica Financial and in marketing roles at IBM and Gannett. His marketing consulting clients spanned large enterprises (CSC, Deloitte, ITT Exelis, SAIC/Leidos, Markel), mid-sized businesses (Aquent, Datatel, Deltek, Systems and Computer Technology (SCT)/SunGard), small firms (INF Robotics, Native American Management Services, Riva Ridge Capital Management), and international companies (Amdocs of Israel, Capgemini of France, and USE of China).
In partnership with George Mason University (GMU) and Capitol College, Kevin co-founded and co-directs the Government Market Master™ Executive Education Certificate Program. He serves as Adjunct Professor of Marketing for GMU’s School of Management and Volgenau School of Engineering. He teaches at the executive education, graduate, and undergraduate levels.