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 [...]
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 [...]
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 [...]
Hiring retired senior military personnel for Business Development positions is a common practice in the Government Contracting industry. No matter how rational the custom of having retired military personnel call on their former subordinates now running government agencies or departments may seem, this scenario actually produces three troubling contradictions, one each from the individual, the corporation and the marketplace.
Few positions have the success of an organization weighing upon them like those in Business Development.
Once the hiring decision is made, a substantial and long-term investment of time and finance is required to launch the individual to the point where they are building relationships, qualifying and shaping opportunities and building a pipeline.