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 […]
Simple Business Development Metrics Read More »
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
Identifying The Hidden Talent In Your BD Organization Read More »
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
Braving The Perfect Storm: Confronting Culture & Control Issues Read More »
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”?
Is Your BD Team Process Driven or Chasing Fly Balls & Butterflies? Read More »
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.
Master a Never Ending Dialogue with your Customer to Guarantee a Winning Re-compete Read More »
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.
Project Management: Opportunity Lost and Cost? Read More »
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 Art & Science of Opportunity Identification & Qualification Read More »
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
Opportunity Identification & Qualification: Bid Smartly Or Walk Away Read More »
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.
Yes, You Can Turn an Angry Client into Your Best Client! Read More »