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 407F - NDIA Guaranteeing Revenue Results Workshop Supported by MBDi 

407F - NDIA Guaranteeing Revenue Results Workshop Supported by MBDi 


Guaranteeing Revenue Results® Building and Leading High Performing Teams

Event Number

Event Date

 to 11/20/2013

Event Location
Hilton Garden Inn Washington DC/U.S. Capitol

Event Contact
Ms. Kari King, CMP at or 703-247-2588


In the current market of declining budgets and increased competition, there is more pressure than ever on BD leaders to achieve assigned revenue results. Given that there is no “factory” graduating qualified BD managers, sales representatives, capture managers, or proposal managers, it’s up to the senior-level BD leaders to identify, hire and retain the most qualified personnel capable of meeting the competitive challenges that characterize today’s government contracting marketplace. 
The Guaranteeing Revenue Results® Workshop is specifically designed for Business Development Leaders responsible for revenue growth within government contractor organizations. This 2-day program was developed with the input of experienced BD Leaders and fosters participant understanding of how to build and retain an innovative BD team that can “out-perform” the competition and win.

Key Learning Objectives

  • Apply new BD Leadership principles to improve revenue results
  • Analyze the BD potential of your current and future personnel
  • Know the 6 components of BD Leadership
  • Differentiate the Leadership expectations required in various organizational structures and situations.
  • Identify and correct non-productive behavior in your team

Program Content
The Fundamentals of Business Development Leadership

  • The key components of BD strategy, culture, plans, process, and personnel, and how they align for revenue growth
  • The six critical components of BD Leadership required to Guarantee Revenue Results
  • How BMT (Build, Maintain, Turnaround) organizational situations impact BD leaders and which suits you best

Building and Leading High-Performing Business Development Teams

  • Leveraging “more with less” in a low cost environment
  • How to improve your assessment, recruiting and interviewing of BD personnel
  • Shapers, Fakers, and RFP Chasers – what you have and what to do about it
  • Developing a self-managed, self-motivated, results-focused team
  • Why it’s about “what they do” and not “what they say!”
  • Identifying and correcting repetitive non-productive BD behavior

The BD Turnaround Situation

  • How to turn around an underperforming BD organization

International Business Development

  • How to compete on an international playing field


Guest Presenters

  • MG Bruce Scott, USA (Ret) – expert in International Business Development    
  • Mr. Lee Cooper – expert in BD Turnaround Situations

Day 1
7:00-8:00: Continental Breakfast
8:00-12:30: Module #1 - Fundamentals of BD Leadership
12:30-1:30: Lunch
1:30-4:30: Guest: Mr. Lee Cooper - The BD Turnaround Situation
4:30pm: End of Day 1

Day 2
7:00-8:00: Continental Breakfast
8:00-12:30: Module #2 - Building and Leading High Performance BD Teams
12:30-1:30: Lunch
1:30-4:30: Guest: MG Bruce Scott, USA (Ret) – International Business Development                  
4:30pm: End of Day 2/Workshop Adjourned


Hilton Garden Inn Washington DC/U.S. Capitol
1225 First St NE
Washington, DC 20002
Tel: (202) 408-4870


Hilton Garden Inn Washington DC/U.S. Capitol
1225 First St NE
Washington, DC 20002
Tel: (202) 408-4870

A small block of rooms has been reserved at the Hilton Garden Inn Washington DC/U.S. Capitol. In order to ensure the discounted rate, you must make your reservations early and ask for the "GRR Workshop" room block. Rooms will not be held after Monday, November 4, 2013 and may sell out before then. Rates are also subject to change after this date.

Room Rate: $175 (single/double)

To make your reservation, please call 1-800-HILTONS or the hotel directly at 202-408-4870.


Registration Fee: $2495

Registration fees include:

  • All training workshop materials
  • Continental breakfast
  • Lunch
  • Refreshment breaks

NOTE: The maximum participants per workshop is 30.  A waitlist will be available.

Contact Info/Inquiries/Questions

NDIA POC: Ms. Kari King, CMP at or (703) 247-2588


Affiliate Associations

The Association for Enterprise Information    National Training and Simulation Association    Precision Strike Association    Women in Defense