Nov 28
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The question I often get asked is: “How do you find significant contracts that offer real return on investment?”. Although I hate to admit it, in my case it has been being in the right place at the right time. This should be the focus of every company’s business development effort. I speak to many […]
Nov 24
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Thanksgiving Day is a great time to reflect on what we have. Even though I have passed through many difficult times, just like everyone else, I feel that I have been blessed with great fortune. I have a wife who I met late in life and complements my lifestyle, two great sons who are also my […]
Nov 22
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All of us have heard the saying: Tell the audience three times: Tell them what you are going to tell them; tell them; and tell them what you said. I think this is Presentation for Dummies – dummies who make presentations as if they were presenting to dummies. I prefer to treat my audience as if […]
Nov 16
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I have recently read several articles stating that we need better metrics for Federal CIOs and attended conferences that discuss performance metrics related to programs. Over the past years, there has been an increasing focus on the development of metrics as a means to objectively evaluate performance, with the emphasis on quantitative measures. It seems to me that […]
Nov 15
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This group of expressions was submitted by readers in response to my previous post on the topic. I have lots of expressions, but want to provide readers the opportunity to submit. My first three reader-submitted expressions that should be banned are: #1: We are uniquely qualified [submitted by JH] — Come on! No one is uniquely qualified. And, if you […]
Nov 14
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This weekend offered me a perfect example to illustrate why ATTENTION TO DETAILS is on of my main themes. As a result of my failure to pay attention to details, I am writing this from my home office instead of on a warm and sunny beach in Florida. Here is what happened. My wife and I were scheduled to […]
Nov 7
Business development is all about finding business. By nature, being in business involves risk. Yet, so many companies are so risk phobic that they seem unable to make a decision. One of my pet peeves is “analysis paralysis” or the process of analyzing something to death resulting in the inability to make a timely decision and missing out on a significant […]
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Chris: Thank you for your comment. Parts 2 and 3 should be going up this week. Please let me know if
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