"You can't win if you don't bid." How many times have you heard that gem? Yes, it's true that you can't win if you don't bid, but it's just as important to know when to walk away from a bid you can't win. This is especially true in times like now. We have to be [...]
Does branding really matter - especially now, when people have far weightier concerns on their minds? In short, yes, it does but probably not the way you're thinking about it now... When most folks think of branding, their minds immediately go to logos, colors, and fonts. But narrowing your definition of branding in that way [...]
So, you won the contract. Hurray! Time to celebrate! But did you think you were done? Not yet. (This is a timely topic for me, because I DID just win one - hurray for me). =) That aside, I wanted to introduce to you a powerful concept today I developed called the 4 Fights. You [...]
As a half-Japanese/half-Caucasian American, I'm sitting there yesterday snacking on a package of dried seaweed (nori in Japanese), because - who doesn't do that? And my kids are eating popcorn. I think to myself, I wonder if wrapping popcorn in the piece of nori would be delicious? Of course, I can't get it to wrap like sticky [...]
Have you ever felt stuck... like you aren't getting the results you had hoped for? I hope you are getting the results you want, but we have all felt this way from time to time. If you're currently stuck in a rut, please consider the following. The key to getting the results you want is [...]
Do you ever feel like your team just doesn't get it? You've communicated it and explained it several times, in several different ways, but they still don't get it? I know this happens to me all the time and it can be super-frustrating. I'm like, what is wrong with these people, they just don't get [...]
I was once speaking with a senior BD leader in my former company - and the individual said to me, "We spent $X and X amount of time on this capture already. What did I get out of it?" It's a trick question and one that can easily stump a capture manager. If you're anything like [...]
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 [...]
Analysis is critical in our business. But you know what's even more critical? Taking decisive action. Too often, we get stuck in these never-ending do loops and analysis paralysis. And look, I get it. There are a lot of complexities in GovCon that require research... Requirements change. Competition changes. The customer changes their acquisition strategy. [...]
I was at a restaurant last week sitting on the patio (socially distanced of course) with my bestie from California. We were chatting away as you do with someone you've known since middle school. Several minutes passed and the waiter asked us, "are you ready to order?" We were both surprised by the question because [...]
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