If you look for it, you'll find examples of individuals and communities taking action to end suffering, do good, and participate in movements with massive impacts in the world. We are hard-wired for connection with other humans. People with a purpose and a broad and informed worldview are INTRIGUING. As fellow humans, we find shallow [...]
Human beings are political animals. So, office politics aren't going away anytime soon. You might as well come to grips with that reality. But did you know that left unchecked, office politics can ruin your win probability (P-win) on captures? I've seen some bad situations in my day and here are just a few ways [...]
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 [...]
Exciting transformations are underway at GSA FEDSIM! Known for its expertise in complex acquisitions for federal agencies, GSA FEDSIM announced major changes to its operating structure. These updates were unveiled by FEDSIM Sector Director Chris Hamm at the annual FIAC conference on November 6th in Tysons, Virginia. With its expanding portfolio of lucrative contracts and [...]
It is intuitively obvious that at each stage of growth as a federal contractor from start-up to large business, there are sure to be challenges. The daunting part is—just like in life, as soon as you overcome one set of challenges, new ones always pop up—new levels, new devils— as they say. In this article [...]
I used to have a pretty black and white view separating my professional life and my personal life. I put friends in one category and co-workers in another... You have your co-workers and your friends. And the 2 shouldn't mix. But honestly, my feelings on this have completely evolved over the years. Email, text, chat, [...]
I was just reading Michael Hyatt's book Free to Focus this past week. And it's pretty awesome, BTW so I thought I'd share. He talks about this concept of how the tasks we work on fall within 4 zones: the Desire Zone, Drudgery Zone, Distraction Zone, and Disinterest Zone. The bottom line: you want to [...]
If you've had a chance to download my free resource the Ultimate GovCon Growth Strategy Toolkit with all my desert island strategies for growing a GovCon business, then you probably already saw the customer journey piece on the first few pages. You may be thinking - what is this Jennifer talking about taking my customer on a [...]
You can learn a LOT online or at a day-long training session or conference about Capture/BD/winning contracts. But for those of us in the know-- who've actually done this for a few years, we realize that when it comes to winning, large strategic contracts, they skip a few lessons in the text book. Here's what [...]
I don't know about you, but when I go to a networking event, I think to myself, "this BETTER be worth it, because I could be (fill in the blank) instead." I could be (hanging out with the family) OR (staying in the office getting all my "real" work done) OR (going to the gym) [...]
As a long time capture manager for large business, I meet with small businesses all the time. On every Prime contracting opportunity I've ever worked, I've teamed with small businesses as subcontractors. On occasion, I've even subbed to SB Primes. When I meet an SB the #1 thing I'm looking for is to see is [...]
In my email last week I talked about the top 3 things on my mind when I meet with small businesses, as a capture manager. 1) Do they have their stuff together? 2) Do they have a story? and 3) Can I envision myself working with them?) I also threw in some of my major [...]
Have you ever tried cooking in someone else's kitchen? And you couldn't find the cutting board or knives? And you couldn't find the right ingredients in the pantry or the fridge? Or the pots and pans? Trying to cook up a masterpiece in someone else's kitchen is frustrating as heck for these reasons. Chefs and [...]
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