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 has […]
Columns and Articles
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
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 performance improvement. Strong
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
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
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 team would you pick as your “hunters”?
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 time and necessitates the strategic alignment of your company’s resources with your customer’s requirements needed to fulfill their mission.
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 control of their people in the field.
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 BD organizations
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 fewer opportunities