A successful competitive business development program consists of: - defining what your offering is - developing a clear message that communicates why you are the best at what you do - delivering that message to the right people - building the customer’s confidence in your ability to deliver - developing a level of trust that allows you to influence your customer’s thinking on what constitutes the best solution - delivering an insightful, well-engineered proposal that enables the customer to award their business to you without hesitation - and presenting yourself at orals as confident, competent and likable - the company they want to spend their time with.