The BD Guild May 22nd meeting in Phoenix touched on a topic near and dear to many – the “Go / No-Go Decision-Making Process”. From a BD Guild perspective, it is often the place where operations and BD meet. It must have stricken a chord – the room was filled with 70 BD and operations professionals.
The panel brought perspective and experience to the discussion. Antonya Williams, Vice President of McCarthy, presided as Moderator with an enthusiastic and personal style. Kristine Millar, Director of Business Development for Orcutt Winslow Architects, Chet Teaford, P.E. Principal, BD and Operations of Gannett Fleming, Todd Kinney, Project Executive, Okland Construction, and Ward Simpson, Principal, Rider Levett Bucknall comprised the panel and shared a breadth of perspective.
Three interesting themes arose from the discussion: Passion, Planning and Timing. Chet indicated it takes a “passioned discipline” to filter out opportunities. Kristine and Antonya emphasized the Go / No Go is not a single point in time. It actually starts with and is a natural outgrowth of the strategic planning process. Todd and Ward kept returning to how critical time and place can be such determining factors. Do the opportunities and clients fit within the vision and makeup of the company? Are the necessary resources in place and available to deliver if the pursuit is successful? AND! Sometimes you just can’t ignore your gut feeling.
The process also offers an opportunity to build trust between BD and operations, clients and teaming partners. By no means is it a straight-line process! However, the panel shared the sentiment that with the appropriate level communication and planning, the Go / No Go can be integral to a team’s success.
The BD Guild would like to thank Antonya for leading the way, the panel for bringing in depth perspective and the attendees for making the meeting lively and informative. Look for the next Business Development Guild meeting in Phoenix, July 24, 2018.