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 […]
Goals Must Come from Our Core. Read More »
Future revenue growth requires planning, process and hard work. In order to be successful, you need to take control of your destiny. Many companies that rely heavily on outside influence
Don’t Put Your Future in Someone Else’s Hands. Read More »
To thrive in the “new normal” of Business Development, every component of your individual Business Development process must be both efficient and effective. What may have enabled you to win
You Must Pick the Role, Set the Goal and Be Willing to Pay the Toll. Read More »
Do you find yourself taking your role as a Business Development Professional too seriously? Over the many years we’ve been helping students differentiate between and prioritize self-identity and role-identity, it
Professionals in Business Development understand the interrelationship among principles, purpose and process. In your initial contact with potential clients, here are the first three things they want to know: Are
Principles, Purpose and Process Read More »
In working with a wide variety of organizations across different markets, we have found that the Business Development challenges that organizations experience generally relate to the 3 Ps (planning, process
Success in Business Development Depends on 3 Ps. Read More »
Do you constantly struggle to reach growth targets or achieve revenue quotas? Does it seem like you’re sinking deeper into a ditch, while working hard to climb your way out?
Digging the Business Development Ditch…Are You Turning It Around or Digging Deeper? Read More »
For more than three decades, we’ve been challenged to describe what Business Development is all about. More often than not, it’s been defined by explaining what it isn’t. It’s not
What Is Business Development? Read More »
Every organization has a culture. Like the tale of the tortoise and the hare, some businesses choose to take a commanding lead in the marketplace, while others prefer to hang
What Is Your Business Development Culture? Read More »
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.
Is Your Company in a Graveyard Spiral? Read More »