Enabling Any Business
To Win Business
Like Big Business !
We are excited that you are here visiting our site. You are here for a purpose, whether by need, interest or by accident. Our methods are based on my book "In Pursuit, A Business Development Life Cycle" and Gloria Parker's "The Billion Dollar Secret". The Life Cycle lifts the best from Large Business BD methodologies and tailors them for Small and Mid-Tier firms to ensure a sustainable, revenue-healthy pipeline into the federal marketplace. Our premise is, "Doing nothing, produces nothing, doing some produces little, doing a lot produces some, and doing it right, produces most." The framework is designed such that the practice areas within it are plug and play; replacing any process that does not best suit your practice with one that one that fits. This flexibility established the foundation for Continuous Capture Improvement. We encourage the practitioner to engage the activities cognitively until they come naturally. Corporately practiced establishes the firm's business capture rhythm. Independently practiced increases your skill set as a business development professional, experiencing the enjoyment of successful pursuits and personal wins.
We look forward to working with you and your team!
​
-- Mike Rice
Mike.Rice@CornerStoneIT-llc.com
​
Orals Coaching Webinar
Plan, Prepare, Practice, Present
Solicitation Documents Webinar
Mind Your P's and Q's
Welcome
Equipping Business
GloriaParker
Founder and CEO of Parker Group Consulting
Parker Group Consulting's deep expertise, extensive partnership network, and unique combination of government and private-sector experience is a key tool for creating vibrant, productive relationships between government agencies and contracting companies of all sizes. The principal consultant was a Chief Information Officer (CIO) at two cabinet agencies of the federal government for 10 years. She also taught sales at a fortune 50 corporation. While in the private sector sales arena, Gloria Parker of Parker Group consulting was awarded the Golden Circle Award which was presented to the top 1% of the sales force.
Question: What do four of the largest Federal Systems Integrators and one of the largest Military and Veteran Health Service Providers have in common?
Answer: Their Business Development, Capture and Service Delivery Executives
have all been trained by
Parker Group Academy.
​
The Academy
In Pursuit has been an incredible adventure! Researching and developing the Business Development Life Cycle propelled me deeper into its subject matter; adding texture to my understanding of successful practices. I am an engineer by trade and a teacher by nature. The engineer in me is driven to learn how this BD mechanism ticks. The teacher in me is excited to share what I’ve learned. I hope that you will enjoy learning the Life Cycle as much as I have! -- Mike Rice
​
The In Pursuit - Business Development Life Cycle is available here on Amazon in both Paperback and eBook formats.
Bookshelf
Gloria is CEO and Senior Partner of Parker Group Consulting in the Washington, D.C. metropolitan area. She advises major companies from large integrators, to consulting firms and small businesses on government and business strategies.
​
Most business development professionals started their careers doing something other than sales and marketing. They find themselves thrust into the BD (business development) world due to the need of firms to capture new business and to sustain growth. The Billion Dollar Secret focuses on preparing business development professionals to experience successful pursuits and professional victories.
​
The Billion Dollar Secret is available here on Amazon in both Paperback and eBook formats.
FAR 15.102(c) clearly states that oral presentations can sufficiently replace the written responses for capabilities, past performances, management plans, staffing approaches and resources, transition plans and service area approaches to task areas. The FAR also provides flexibility to the evaluation team to score your evaluation immediately after your presentation through confidence ratings, comparative evaluations, and on-the-spot consensus evaluation.
The In Pursuit approach to coaching any oral presentation is based on those familiar "4 P's": Plan, Prepare, Practice, and Present. Although we are tailoring these four processed for acquisition centric presentations and coupled directly to the Business Development Life Cycle, the principles of each process can stand on their own. The same four methods can be leveraged to prepare for any presentation forum.
​
The In Pursuit - Coaching Orals is available here on Amazon in both Paperback and eBook formats.
​
Gloria Parker interviewed Mike for one of her Parkerism videos.
