How to Build a Business Development Plan That Wins Government Work

If you’re a small business owner in the government contracting (GovCon) world, “business development” can sound like a luxury reserved for big primes. But the truth is—your ability to plan BD strategically can mean the difference between chasing contracts and consistently winning them. 

This guide breaks down how to build a business development plan that actually drives results in the federal space. 

Step 1: Define What “Winning” Means for Your Business 

Every plan needs a target. Do you want to expand into a new agency? Increase subcontracting partnerships? Pursue your first prime contract? Defining your win goal will shape every BD activity. 

Step 2: Map Your Market 

• Identify the agencies that buy what you sell. 

• Use SAM.gov, USASpending, and FPDS to spot trends and upcoming recompetes. 

• Build a short list of realistic targets (3–5 max). 

Step 3: Create a Relationship Plan 

Winning in GovCon isn’t about cold proposals—it’s about warm relationships. 

• Identify key decision-makers. 

• Schedule regular touchpoints (calls, events, capability briefings). 

• Keep a CRM or tracker for agency outreach. 

Step 4: Align Your Capabilities & Messaging 

Your capability statement, website, and marketing collateral should all reinforce your growth strategy and target audience. 

• Align your BD materials with your core differentiators. 

• Highlight your success metrics and certifications (WOSB, SDVOSB, etc.). 

Step 5: Track, Measure, and Adjust 

• Track your opportunity pipeline by stage (lead → pursuit → proposal → award). 

• Reassess monthly to identify which efforts drive results. 

• Drop low-value pursuits quickly to free bandwidth for high-Pwin bids. 

Pro Tip: 

If building a BD plan feels overwhelming, Valkyrie Solutions helps small businesses design business development plans tailored for government growth—combining capture management, marketing strategy, and measurable KPIs.