Columns and Articles

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 [...]

HUNTING VS. FARMING IN BUSINESS DEVELOPMENT  Hunting and farming for revenue growth require two different mind-sets, but the same process. Starting out, many technical professionals build [...]

Would you rehire your business development team? If you’re asking this question, it’s indicative that something has gone wrong, whether it be a miscommunication between your capture managers and [...]

If you serve in a BD role for any length of time, you will learn that the earlier you identify a qualified opportunity in the acquisition cycle (i.e. Pre-Milestone A or even sooner), the more [...]

In the current business climate in federal government contracting, many companies are evaluating their strategic marketing efforts. Firms are taking a hard look at their results and making the [...]

Would you believe that in this day and age, some organizations use crystal balls in their decision making? We have found this to be true, especially as it relates to Opportunity Identification [...]

Faced with the storm of change, firms in many industries are confronting some challenging economic times and are making major adjustments to survive, compete and ultimately thrive. Doing business [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]