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 either …
Columns and Articles
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 unquestionably the type of expertise and experience your company possesses. So you need to immediately gather the troops and get everyone started on writing the proposal. A no-brainer right? Wrong. Before you do anything, you need to answer these questions. Do you really know this customer and truly understand the issues behind the proposal? And even more importantly; does this customer know you? If not, you may be in serious trouble.
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 …
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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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 effective in the role. Any one of these three attributes is powerful by itself. Acquired together, they provide a formidable advantage for the professional in Business Development and sets us apart from our competition.
Is your firm positioned for both Strategic and Organic revenue growth?
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 capability in project management. …
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Is your Business Development team fit to tackle the revenue growth challenges ahead?
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 your …
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Use Early Engagement to Secure Leadership Buy-In and Company Investment to Influence Your Probability of Win
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 …
Confronting the new reality of developing business in the federal government arena?
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 decision …
Confronting the new reality of developing business in the federal government arena? Read More »
Are you embracing a proactive strategy or a “wait and see” attitude to changes in the Defense Industry?
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 …