I'm a Co-Founder of a Start-Up company and have been designated as the Chief Business Development Officer. Our company provides cyber security services, which is why I need additional cyber security certifications.
Jay - I manage a business development team. Here are a few resources I tell my team to check out:
The Challenger Sale: https://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355
The Little Red Book of Selling: https://www.amazon.com/Little-Red-Book-Selling-Principles/dp/1885167601
The Lost Art of Closing: https://www.amazon.com/Lost-Art-Closing-Winning-Commitments/dp/0735211698/
Getting the 2nd Appointment - https://www.amazon.com/Getting-Second-Appointment-CLOSE-Calls/dp/0471487236
Educational videos and webinars:
Best of luck.
I'm going to guess that the majority of your company's cyber work is with the US Govt. If that is accurate, I'd suggest that you invest in one of the business development training programs offered by Shipley Associates. They have codified and established the industry standard for screening, evaluating, pursuing, and bidding on USG contracts. There are various courses, and they aren't cheap, but you will learn the techniques you need. Down the road, it might also be helpful to at least study some of the textbooks required for certification as a Project Management Professional. You won't necessarily need PMP certification, but it is helpful to understand the concepts and the jargon, particularly when you are dealing with a government Contracting Officer Representative.
Have you contacted your local small business bureau? There are quite a few for veterans depending on the type of business.
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