General Dynamics faced two problems. The first was to increase win rate and capture ratio for large awards and re-competes. Secondly, reduce the time required to integrate new companies acquired through acquisition, into the Gemeral Dynamics family of customer focused business segments.

General Dynamics engaged Sales Force Systems to customize its Eagle - Business Development Process and Impact - Capture Management Software to mirror its unique needs and way of doing business. General Dynamics imlemented Impact software because it fit the complex nature of its business, was easy to customize, fast to implement and integrate with existing proprietary systems. The software tool and functionality provide just-in-time training, and ease of collaboration among team members. General Dynamics believes that the Business Value Selling software functionality provides it with a unique competitive advantage.

General Dynamics institutionalized the Eagle System – New Business Development training program to develop account plans, capture strategies, and to improve the team’s effectiveness in meeting with senior military officers and government officials. Business development team members attend business development training workshops that provide the opportunity to differentiate General Dynamics from its competition, create unique value-based strategies that result in an immediate increase in win ratio. Business Development and Program Mangers experience an increase in their ability to identify and understand each customer’s unique business and war fighting needs, and develop unique solutions that differentiate General Dynamics from its competition. General Dynamics continues to experience an increase in win rate and capture ratio for mission critical awards.