Business development, Management

Eight questions to ask business development job candidates

From the number of inquiries I receive, there is an ever-increasing demand for qualified government contractor business developers. Unfortunately, predicting which candidate will succeed at your company is extremely difficult. Here are eight interview questions that might help.

1. Describe a standard business development process including the key roles.
2. Give a specific example of how you successfully identified, qualified and then supported a bid through contract award.
3. What is the key information you need to gather to develop a viable, qualified opportunity?
4. Which government agencies have you had success selling to?
5. How much time do you spend at your desk versus meeting with prospects and teaming partners?
6. How you would spend your first 90 days in your new job?
7. What factors do you believe should drive a bid versus no bid decision?
8. What is the optimal way for business development to work with operations?

Even if you find someone who nails all eight questions, there is still the matter of whether your company has the BD focus, process and resources necessary to enable BD success. But, that’s a topic for another time.

Mike Lisagor, founder of Celerity Works and Centurion Research Solution’s BD subject matter expert