Capability Maturity Model for Business Development, …

1 Box 31624, Phoenix, Arizona 85046-1624 USA . Capability Maturity Model for Business Development, Version Staged Representation Sustainable Results in a Competitive World BD-CMM Development Team and Steering Committee August 2005 (with updates through April 2007). Distribution subject to copyright Business Development Capability Maturity Model (Version ). Copyright 2003-2007 by Business Development Institute International NO WARRANTY. THIS MATERIAL IS FURNISHED BY THE Business DEVELOPMENT. INSTITUTE INTERNATIONAL (BD-INSTITUTE) ON AN AS-IS BASIS. THE BD-INSTITUTE MAKES NO WARRANTIES OF ANY KIND, EITHER.

2 EXPRESSED OR IMPLIED, AS TO ANY MATTER INCLUDING, BUT NOT. LIMITED TO, WARRANTY OF FITNESS FOR PURPOSE OR. MERCHANTABILITY, EXCLUSIVITY, OR RESULTS OBTAINED FROM. USE OF THIS MATERIAL. NOR DOES THE BD-INSTITUTE MAKE ANY. WARRANTY OF ANY KIND WITH RESPECT TO FREEDOM FROM. PATENT, TRADEMARK, OR COPYRIGHT INFRINGEMENT. Use of any trademarks in this document is not intended in any way to infringe on the rights of the trademark holder. Internal use. Permission to reproduce this document and to prepare derivative works from this document for internal use is granted, provided the copyright and No Warranty statements are included with all reproductions and derivative works.

3 External use. Requests for permission to reproduce this document or prepare derivative works of this document for external and commercial use should be addressed to the BD-Institute Executive Director. The following registered trademarks and service marks are used in this document: Capability Maturity Model . CMM . CMMI . CMM IntegrationSM. SCAMPISM. Capability Maturity Model , CMM, and CMMI are registered in the Patent and Trademark Office by Carnegie Mellon University. SM. CMM Integration and SCAMPI are service marks of Carnegie Mellon University. Page ii 2003-2007 Business Development Institute International.

4 All Rights Reserved Business Development Capability Maturity Model (Version ). About the Business Development Institute International The Business Development Institute International (BD-Institute) is a non- profit organization dedicated to promote excellence in Business development (BD) through the Capability Maturity Model for Business Development (BD-CMM). The BD-Institute mission includes the following elements: Maintain the BD-CMM as the industry's standard framework for The BD-Institute supports achieving Maturity in BD Capability and leadership in BD results the BD community by sponsoring, licensing, and Provide industry leadership in measuring BD Capability , innovation, directly providing support and organizational transformation to organizations that adopt the BD-CMM.

5 Bring together the diverse functions and specialties involved in Business development to continuously identify and articulate BD best practices and benchmarks across industry Promote Business development's role in organizations' ability to achieve high-performance Business results Partner with organizations that adopt the BD-CMM and that serve the BD community with training, consulting, technology, and academic education, research and development The BD-Institute provides training, services, and support and actively The BD-Institute trains works with Government entities, adopters within industry, and others to help organizations in BD-CMM.

6 Them maximize their Capability and results. key practices and helps them identify growth Training programs include training designed for executives and other opportunities through BD- decision-makers, those needing a general knowledge of BD-CMM and CMM appraisals. This its best practices, and those process specialists who require an in-depth partnership promotes major understanding of the Model . gains in BD process effectiveness and efficiency. BD-CMM appraisals help organizations maximize BD performance. Appraisals provide an opportunity for adopters to receive expert, independent feedback on the Maturity of their operation.

7 Specialized support for corporations that adopt BD-CMM allows training and certification of qualified, internal personnel as BD-CMM appraisers and as BD-CMM trainers. 2003-200 Business Development Institute International. All Rights Reserved Page iii Business Development Capability Maturity Model (Version ). As part of our mission, the BD-Institute encourages broad participation in our growing community of practice in pursuing Business Development excellence and contributing to the Business Development Body of Knowledge. There are a number of ways in which you can become involved: Corporate Members are businesses that use the BD-CMM as their framework, path, and guide to managing and continuously improving their Business development Capability .

8 They align themselves with the BD-Institute as a means to participate in BD-CMM benchmarking and to exchange ideas, concepts, and lessons learned with others. Alliance Partners are professional organizations and societies that align themselves with the BD-Institute and work with us to enhance knowledge and understanding of Business development best practices and Maturity . Approved Providers are companies and organizations with products and services validated by the BD-Institute to support application and implementation of the BD-CMM. They provide the Business development community with consulting, training, technology, and academic education, research, and development.

9 Certified Appraisers are individuals who are trained and certified to represent the BD-Institute. They help Corporate Members and other adopters by appraising their Maturity levels against the BD-CMM, using the BD-Institute's official methodologies and tools. Page iv 2003-2007 Business Development Institute International. All Rights Reserved Business Development Capability Maturity Model (Version ). Acknowledgements Development of a viable Capability Maturity Model (CMM ) must be a The development team team effort. This was certainly true of the Business Development Capability gratefully acknowledge the Maturity Model (BD-CMM).

10 Development of the Model was led by the contributions of many following individuals: people within the Shipley consulting organization, Howard Nutt, Executive Director, Business Development Institute numerous members of the International (formerly Vice President, Shipley Associates) Association of Proposal Management Professionals Nancy Kessler, Vice President of Process Consulting, Shipley (APMP), and the Carnegie Associates Mellon Software Engineering Institute (SEI). Dr. Ginger Levin, Author and Senior Consultant on Project Management and Capability Maturity Models, as well as a Certified Appraiser for the Business Development Institute International In addition to the lead developers, the team acknowledges the leading role in drafting the baseline Model taken by members of the Shipley Associates and Shipley Limited consulting teams, especially: Russ Allison, Senior Associate, Process Consulting (currently with BAE Systems).