I suspect that many of you have come to this website looking for a “deep, dark secret” or “silver bullet” that will give you an “unfair advantage” over the competition in the Federal market, resulting in sole source or very limited source competitions in which you are the favored vendor. That sounds like a mouthful, […]
Monthly Archives: September 2011
Ten New Rules for Building Business with the Feds
Sep 29
Despite what many would have you believe, the Federal Government is changing drastically in how and what it buys. Granted this process is slow for some Agencies, but it is inevitable. This is more a response to the outside world than to internal recognition that change is good, but it is happening. As the “old-timers” […]
The Business Development Funnel
Sep 29
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If I had a nickel for every time I’ve had the term “funnel” used in the discussion, I would be a rich man. Yes, there is a natural funnel associated with the business development process. Unfortunately, the funnel is an often misused tool. Many managers talk about the “numbers game.” They would like to think […]
Shotgun or Rifle Approach
Sep 29
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I am not a sportsman, but the topic of whether to take a rifle or shotgun approach to business development is one that I often encounter. Like most strategic decisions, this is not an either/or decision, but one that must be considered as part of your overall federal strategy. The argument is over whether it is better […]
Book Review #1: Rework
Sep 29
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Rework by Jason Fried & David Heinemeier Hansson “That would never work in the real world.” You hear it all the time when you tell people about a fresh idea… This real world sounds like an awfully depressing place to live. (excerpt from Rework) I have selected Rework as my first book to review since it reflects many of […]
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