Read on: My website Read time: 2 Minutes The relationship between the business development team and the proposal team is essential for your business. Alignment on ideas, dates, what the customer needs, win themes, hot buttons, it all matters. Context, depth, oversharing the who, what, when, where, and why all Read more
Read on: My website Read time: 2 Minutes Businesses often blame “outside forces” when things go wrong, regulations change, technology fails, a flight gets canceled, or a key partner drops the ball The truth? Your customers don’t care whose fault it is. Fix it. They care what you do next. Read more
Read on: My website Read time: 2 Minutes “Hey, did the power just go out?” The number of times I’ve been in the office and the power has gone out, everything shifts and shuts down. All on a moment’s notice. Core functions of the day-to-day are disrupted, including the ability Read more
Read on: My website Read time: 2 Minutes Let’s get real: the easiest way to lose in business is.. to wait for “the perfect moment.” While you second-guess that $50K investment, your competitor spends it, upgrades ahead, and wins the $1M deal you were banking on. While you debate a Read more
Read on: My website Read time: 3 Minutes I sat in a conference room in Chicago with a team of us that was pursuing a large energy infrastructure opportunity. In the meeting were our business development leads, company leadership, global representation, technical leads, consultants, and subject matter experts. It was Read more
Read on: My website Read time: 2 Minutes Blockbuster was the place to be on Friday night in the ‘90s. The anticipation would grow on those Fridays. What movie would we pick? Add popcorn to go? Maybe get two movies? It was a full experience. The days! And then Netflix Read more
Read on: My website Read time: 2 Minutes In our everyday world of business (and life), there are things that we can control, and then there are things we can’t control. And you adapt to the changes that you didn’t see coming. This week, we are looking at how policy Read more
Read on: My website Read time: 2 Minutes Money doesn’t fall from trees. This week, we are stepping into your customers’ shoes and looking at it from their perspective. More importantly…the buying process. We concentrate so heavily on making sure that we do our part to position ourselves for success Read more
Read on: My website Read time: 2 Minutes Ever notice that when a prospect says, “Not now,” or “I’m not ready yet” most people vanish like they were never there? I used to make the same mistake: check in every few months, drop a newsletter, and hope something sticks. Problem Read more
Read on: My website Read time: 2 Minutes I was at a conference in New Orleans in November last year, and a good friend of mine (active duty Navy officer) decided to tag along with me. We were about to go to a networking event as part of the conference Read more
