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The 7 Deadly Sins Of Business Development

Sell, Be Sold, or Be Gone There’s a significant transition taking place with the small business community in the defense industry … with new rules for doing business, fewer opportunities and more [...]

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Simple Business Development Metrics

If you are attempting to grow revenue, tackling increased competition for fewer opportunities while opening new markets with a leaned-down organization, the focus must eventually be upon [...]

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Identifying The Hidden Talent In Your BD Organization

Your best new hire may already be on the team waiting to be discovered. What are you doing to find them? Whether advancing revenue through acquisition or strategic or organic growth, the [...]

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Braving The Perfect Storm: Confronting Culture & Control Issues

Remember George Clooney and Mark Wahlberg on their ill-fated fishing trawler in the film, The Perfect Storm? White knuckled, engines at the max, they were striving with every fiber of boat and [...]

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Is Your BD Team Process Driven or Chasing Fly Balls & Butterflies?

If you had to evaluate your Business Development team today and make a determination as to each individual's ability to generate revenue without a pre-existing network, which individuals on your [...]

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Master a Never Ending Dialogue with your Customer to Guarantee a Winning Re-compete

How to overcome the pitfalls of being the incumbent in government contracting. Regardless of current belief, becoming the contractor of choice doesn't happen overnight. Winning the business takes [...]

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Project Management: Opportunity Lost and Cost?

Project Management... it's where the rubber meets the road. It's the font line. It's where technical services firms engage their clients. But it's also where senior managers have the least [...]

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The Art & Science of Opportunity Identification & Qualification

Much has been written about the Capture and Proposal Management Process (CPM). At most government services organizations CPM is a well defined, documented and integrated procedure. Likewise, most [...]

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Opportunity Identification & Qualification: Bid Smartly Or Walk Away

The impact of the MBD (OI&Q)i Phase on revenue generation With commercial markets reeling in today’s economy, future revenue growth is becoming more uncertain. With increased competition for [...]

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Sales In An Age of Falling Multipliers – Training Scientists and Engineers to Develop New Business

Over the past 30 years, the consulting engineering business has become increasingly competitive. Advances in technology from Fed Ex to Fax and, of course, in all aspects of computerization have [...]

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Yes, You Can Turn an Angry Client into Your Best Client!

Can This Client be Saved? Impossible you say. Can’t be done. Someone or something in your company may have screwed up royally. Your product simply failed to perform as promised. It was a complete [...]

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The Day The Job Fairy Died

It was nearly 40 years ago, but I can still remember it clearly. I’d just started my first “real” job, and had been at it about three months. Every day, someone had given me billable project work [...]

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Goals Must Come from Our Core.

Much has been written about motivation, and experts agree that effective motivation is ultimately self-motivation. We are motivated to either avoid a pain or pursue a pleasure. Motivation can [...]

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Is Your Company in a Graveyard Spiral?

OK. You just spotted an RFP on the Federal Business Opportunities (FBO) website that is a perfect match for your government contracting business. It’s exactly the kind of work you do and [...]

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Do You Major or Minor in Business Development?

It stands to reason that if you are in the business of selling technical services then all of your technical professionals must – at a minimum – aspire to be proficient in their respective [...]

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Can A Farmer Learn To Hunt?

We are often asked by our clients whether you can move a Shepherd or Farmer in Business Development to a Hunter or Warrior. It’s important to understand that making this shift involves much more [...]

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Leverage Your BD and PM Assets for Greater Growth Capacity

Business Development Leaders often ask the key question: “Who is responsible for growing revenue?” In order to answer that question, it is necessary to ask: who are the key players [...]

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Work Left, Invest Right, and Grow Revenue

Times have changed. The reality is that clients and prospects have found new cost-conscious alternatives to address their problems. So, how can we acquire new business and retain a loyal client [...]

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7 Reasons the Best Business Development Professionals Succeed

The field of Business Development is full of tips and tricks to help you increase your wins and avoid losses. However, Business Development professionals know that whats in your head is far more [...]

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To Be Successful in Business Development … Know Your 3-Cs

The 3-Cs, Credibility, Confidence and Courage, are three interwoven factors that are essential to an individual’s success in developing business. These key elements make us efficient and [...]

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