Dynamic Leadership Discussions - Built to Grow: Business Development in Practice

In Part 1 of our Business Development Series, VP of Business Development Roger Moore discusses the transformational role of Business Development (BD) within an organization. Roger shares his unique

perspective, drawing from his background in US Army Special Forces, to explain when a dedicated BD function becomes essential, how to use a five-year strategic plan for focus, and the importance of flexibility and company-wide communication in achieving growth. They also clarify the crucial distinction between long-term BD and short-term sales, while providing key dos and don'ts for investing in your company's developmental future. 

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Host: Jeremy Berretta

Jeremy Berretta has spent the last decade navigating complex professional environments, gaining extensive experience in high-stakes advisory, strategic communication, and long-term planning. As a host and communicator, he is passionate about deconstructing the challenges of leadership and risk management through intentional, clear-eyed conversation.

Throughout his career, Jeremy has specialized in the art of the "tough conversation", learning when to listen and when to ask the pointed questions that uncover the heart of a matter. He is driven by a curiosity for how people protect what matters most and a commitment to finding practical truths in unpredictable landscapes. Jeremy is best known for his ability to build immediate rapport and his knack for steering intense discussions with a calm, grounded perspective.

Guest: Rodger Moore

Rodger served 26 years in the military, including more than 20 years in Special Operations. He retired in 2008 with a master’s degree in Security Management before transitioning into the government contracting industry. In his first role after the military, Rodger joined a small government contracting company and grew with the organization, eventually becoming Vice President of a division that provided technology to support explosive detection efforts in Afghanistan. As the company continued to expand, he moved into the role of Vice President of Business Development, where he served for the remainder of his career with the company. Now retired, Rodger lives in Florida.

Key Takeaways:

Defining Business Development Strategy

Business development focuses on long-term growth and strategic expansion rather than short-term transactional sales. It aligns organizational vision with feasibility assessments to inform leadership.

Scaling Operations and Planning

A 5-year growth plan provided necessary focus for revenue targets and sector expansion. Leaders must maintain flexibility within the strategic framework to navigate unforeseen challenges.

Organizational Culture and Budgeting

Business development success requires company-wide support and consistent internal communication. A dedicated budget tied to overhead promotes cooperation across all divisions.