It’s not until that moment—when your heart sinks into your stomach, you just lost that big proposal—that you gain total clarity of what just happened. The factors that cause capture teams to lose often boil down to a few fundamental actions (or inactions). It’s common for companies to become enamored with the idea of [...]
For all the aspiring, new and experienced capture management professionals, I am serving up the best advice I ever received on capture management. These are my five “go-to” principles. Selfishly, I hope you comment on this post and share your best advice with the community. Hint * these apply more broadly than just to [...]
I remember considering the meaning of “grit” deeply for the first time while competing in my first Spartan endurance obstacle course race. Spartan’s founder and CEO, best-selling author Joe De Sena considers grit to be a guiding life principle. In the months leading up to my first Spartan race, I trained intensely before dawn [...]
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