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Executives Present Business Development Strategy for New Year

Beth Hardison

As the new year begins, companies are developing new tactics and ideas to improve their business. GovConExecutive caught up with a couple of business development executives to ask what their approach was to their business development strategy for the coming year.

Byron Bright, vice president of sales, North American Government & Defense at KBR:

“KBR’s approach to business development in the North American Government & Defense sector is to continue to support our contingency business, as well as leverage KBR’s core capabilities that have been honed in a contingency environment over the past 10 years. KBR will apply those capabilities to Federal Infrastructure and Sustainment Services as military operations overseas draw down and the U.S. federal government focuses on reconstituting our forces. More broadly, KBR will maintain our focus on the needs of our clients and continue developing innovative solutions to meet those needs. KBR will further maintain its total commitment to quality and safety, and apply KBR’s best in class Risk Awareness as we look to move into new markets and new services.”

Beth Hardison, senior vice president of business development, USIS:

“A key part of the 2011 USIS business development strategy is our approach to teaming. In prior years, our strategy was simply to fill gaps for particular customer requirements. Now, we look at strategic market entry points where the entire team can show prior experience working together to deliver a higher value than just meeting basic customer requirements.”

Tom Davies, senior vice president at ACS, a Xerox Company, said:

“We’re focused on helping our clients reduce the size and cost of government. Our strategy places a premium on customer intimacy– having a deep understanding our clients’ program requirements and business processes; as well as being entrepreneurial—creating innovative solutions to help our clients streamline government and better focus on citizen service.”

Mark Abel, vice president of business development, Wyle Information Systems Group:

“This year, Wyle IS will focus on building our business by expanding our relationship with existing customers and building relationships with new customers.  With budgets tight, we will help to identify operational efficiencies and to leverage technology solutions in order to improve mission performance.  We are looking forward to sharing these concepts with our customers at the new solutions center to be housed in our new facility this year.”

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