Business development’s job is sales. Sounds simple enough, at least on paper. In reality, today’s government contractors are facing their share of uphill battles. Among them is an ad hoc definition of inherently governmental; shifting procurement guidelines and policies; as well as the need to maintain relevance amid a whole host of looming national priorities, [...]
Lee Cooper is vice president of business development for Raytheon Technical Services Company. Here’s his take on today’s business development environment for government contractors: Return to Main Feature here. ExecutiveBiz: You’ve seen year-over-year growth since 2006. What changes have you made in your business development team to ensure that growth? Lee Cooper: The actual number [...]
Lee Cooper has spent the last 23 years of his career focusing on business development. As vice president of business development for Raytheon Technical Services — one of the six companies within Raytheon — Cooper has helped his team grow revenue to nearly $3 billion. Here he shares a few steps to successful business development [...]
