Pwin, Any Given Sunday

I Once “Captured” a Fish… THIS BIG

BD is not drinks, golf, and dinners. It is goals, customers, and pipeline

A great business developer is a “people” person who builds and sustains long-term relationships with customers and partners, finds opportunities, and closes deals. This naturally requires legwork and face time with people, sometimes translating into drinks, golf, and dinners. Unfortunately, some business developers equate business development with kicking the bobo with friends high up in the Government, fine dining, and exclusive golf courses. They call it “opening doors.” They say BD takes time. And while that much is true, it is easy to mistake movement for progress, and lose sight of the goals.

Win themes and Strategy Brainstorming Session… Is it OK to Wait if the RFP Slips to the Right?

One of the first steps in capturing an opportunity is to conduct a win themes development and strategy session. Win themes are a conclusive set of reasons why the customer should select you over the competitors. Win strategy is determining what it takes to win, and what a potential winner would have to do to make it an obvious choice from the customer’s standpoint.

5 Simple Rules for Constructive Feedback

When you are in a position of an editor or a reviewer, remember that the authors put a lot of work into the proposal, so be respectful and productive in your criticism. You want to treat your team members like fellow adults, and shape your feedback accordingly.

Say No to Bureaucratic Compliance

Let’s talk compliance. Compliance, as you know, starts with a proper proposal outline. Proposal managers need to decide which sections of the statement of work to discuss in the outline, and which sections to exclude. It is the outliner’s job to really understand the big picture, and ensure it is structured and annotated in the way that the writers understand the context of their sections. The outliners have to figure out how to tell a great story within the constraints of being compliant.