How to Optimize Your Business Development Workflow

The business development workflow process can be unwieldy, especially when it involves large government contracts that need input and coordination among multiple parties. Monitoring the entire opportunity pipeline from the initial draft request for proposal to winning the contract can be a challenge. Too often, the workflow is fragmented – spread out among multiple platforms or spreadsheets plus a flurry of emails, messages, calls, and meetings.

Bloomberg Government has been a vital platform to keep abreast of new RFPs as well as market data and research to identify and analyze trends in government spending. But monitoring the opportunities and collaboration – to ensure alignment with corporate strategy, resources, and finances – has taken place elsewhere, either in a spreadsheet or separate customer relationship management platform.

To bridge the two, managers have had to manually enter relevant information, such as task order number or agency, into their spreadsheet or CRM platform. Manual processes take time and are prone to human error. Plus, every time there is an update in an RFP, the information would have to be changed manually in the spreadsheet or CRM. The need for manual updates keeps team members from other important parts of the job, such as building networks or being out in the field.

A One-Stop Shop

Bloomberg Government’s Salesforce integration creates a one-stop shop to help you maximize efficiency and collaboration.

Now, Bloomberg Government has partnered with Salesforce, the leading CRM provider, to create a one-stop shop that allows you to manage the whole business development workflow.

With Salesforce integrated, “your whole business development team now has visibility into what is happening with the rest of the team and what the pipeline looks like,” said Donald Thomas, vice president and general manager at Bloomberg Government.

Salesforce is integrated at no additional cost. You can save opportunities from Bloomberg Government to Salesforce with a simple click. No more manual data entry or toggling between platforms. Not only that, but any updates to the RFP are automatic and seamless.

Using the dashboard, which is based on standard industry business development processes, the whole team has visibility into the pipeline and can monitor various opportunities throughout the workflow process. This makes it easier for everyone on the team to see how the pipeline is shaping up, how opportunities are progressing through the pipeline, and what more needs to be done. From the dashboard, you can track data such as contract vehicle, teaming partners, proposal submission deadlines, milestones, and important metrics such as percentage wins.

With the Salesforce integration with Bloomberg Government, business development teams have a true collaboration tool. Sales managers can create action items and assign tasks to team members. You can also include details related to a specific contract solicitation, create lists of opportunities to be completed, and schedule a prep meeting for all team members. All the action items can be assigned and checked off within the Bloomberg Government and Salesforce integration, giving visibility to team members.

You also have access to full-color report templates with charts to visualize what is being put into the pipeline – and reports automatically refresh. Create custom charts by selecting data sets, date range, fields to display, and method for grouping the information. The format of the graphs or tables can be changed with a few clicks.

Having an efficient workflow with a single centralized source of information can help you refine your business and come up with creative ways to win government contracts. Keeping the workflow on one platform makes it easier to move through the opportunity pipeline faster, craft high-quality proposals, and win more bids.

[Bloomberg Government offers news, analytics, and data-driven tools to help streamline the government contracting process. To learn more, request a demo.]