percentage commission for sales and BD in Contracting Workforce Posted January 26 · Report reply Pepe, I have admittedly never encountered a ‘rain maker’, but I have heard of them and know they are out there. In my experience, though, BD folks are far less prestigious generators of ‘business’ than anything you described. They are often (but not always) folks with subject matter expertise in whatever they are ‘selling’, and have performed the work themselves in their careers before BD. They are normally qualified to walk the walk and talk the talk. As it pertains to government contracts, I haven’t personally met many BD people that were overly persuasive or well-suited for sales. It’s often someone who knows the business reasonably well (or is an expert), knows just enough about government contracts to be dangerous, and knows what a teaming agreement is and why we need one. They are good at evaluating RFP opportunities, are good technical writers, and they know enough about the opportunity to know if it’s rigged or ‘wired’ for another company. They know whether or not they or their partner firm has ‘capes’ and can be competitive for work. Sometimes they assume the position of a proposal coordinator for a big, competitive RFP. I guess I have a pretty jaded view of BD because a lot of times the opportunities they 'win' turn out badly. In my experience BD folks are quick to make a ‘sale’ at any cost. Which often means an ill-advised budget compromise, a persuasion to accept contract terms knowing full well they shouldn’t, and a lack of awareness or caring for contract administration, traded for ‘client’ relations. They would be the enemies of many Wifcon members. Oh, and I have never seen them paid on a commission basis. The position I described is salaried and in the range of $140K - $200K per year.