About the Series
This business development virtual series will cover methods on how to think through channels for new business and better position your company to successfully bid on RFPs. This information was designed for anyone running a small to medium-sized business who wants to better understand the components of winning new customers and tactics to get more exposure for your business.
As a business owner, it can be challenging to manage day-to-day tasks and think ahead to business development and self-promotion. When needing to pursue new business, it can be hard to know where to start and what will work. Learn effective steps to create a business development strategy and help focus efforts within your already busy days.
Session 1: Identifying New Opportunities (new jobs you can bid on)
Tips to get the most out of this series:
- Have knowledge of your company’s capabilities
- An understanding of your company’s overall market
- Access to local commerce websites (e.g., WEBS)
View Recording
Watch Business Development – Session 1: Identifying New Opportunities (ON DEMAND): register to access recording and slides
Session 2: Qualifying Opportunities
We will cover the following topics:
- Determining what opportunities are a good fit for your business
- How to engage with the contracting officer
- Making a pursue/no pursue determination
To get the most out of this series:
- Have knowledge of your company’s capabilities
- An understanding of your company’s overall market
- Access to local commerce websites (e.g., WEBS)
View Recording
Business Development – Session 2: Qualifying Opportunities (ON DEMAND): register to access recording and slides
Session 3: Shaping Opportunities (how to meet with the customer, ask questions, and build rapport)
We will be covering the following topics:
- Competitive considerations
- Budgets
- Customer ‘hot buttons’
To get the most out of this workshop series:
- Have knowledge of your company’s capabilities
- An understanding of your company’s overall market
- Access to local commerce websites (e.g., WEBS)
View Recording
Business Development – Session 3: Positioning your Business: register to access recording and slides
About the Instructors
Matthew Rhinehart is an accomplished engineer, program manager, and strategic business leader with 30 years of experience in software development, engineering, business development, and product management. Matthew has won over $7.5B in business for his clients. Matthew’s engineering career began developing artificial intelligence, voice recognition, and language processing tools for in-vehicle management systems, resulting in two patents.
His engineering career included expert systems, cutting-edge online software development, control system and user interface development, and engineering design leadership. He supported programs both in the US and internationally.
Matthew also led product management and business development teams supporting defense contractors. He managed a $65M product line of controls, drives, and automation equipment; launched and led a Proposal Center of Excellence that improved competitive win ratio by 25% and proposal on-time delivery while reducing overall bid costs. His company pursued and won programs focusing on electric drive, power distribution, and propulsion system integration for large maritime platforms.
In 2017, Matthew founded MastPoint where he partners with global companies in federal programs to develop winning proposals through intensive research, capture management, and strategic services. He resides in Washington State and regularly leads industry workshops for small businesses through Washington APEX Accelerator (formerly Washington PTAC). He holds two bachelor’s degrees (Computer Science and Electrical Engineering) from the University of Wisconsin – Madison.
Nicole Hansen is a consultant and program manager with 15 years of experience in government contracting, business development, mentorship, and program management. She specializes in transportation and construction. Her consulting experience includes three of the largest transit agencies in the United States, superfund sites, and construction nationally and internationally.
In 2015, she formed Athenence, which focuses on supporting small businesses’ pursuits of government contracts, and provides training, tools, and mentorship to business owners and leaders of small to mid-size companies. She has won over $1B in business for her clients. She has lived all over the world, but the Pacific Northwest will always be home.
