Why Business People Speak Like Idiots: A Bullfighter’s Guide by Brian Fugere, Chelsea Hardaway, and Jon Warshawsky “If your heart is set on informing and not impressing people, you’ll avoid the Obscurity Trap – jargon and evasive language – without trying. If you have a message in your heard that you really care about, you won’t […]
Category Archives: Strategic Planning
Four Stages of Federal Business Development
Oct 18
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Business development is a process that begins with nothing and ends (hopefully) with winning some new business. From my experience, I categorize the business development process into the following four stages: Stage 1: Figuring out what you want to chase (AKA Strategic Planning) Stage 2: Finding opportunities compatible with your goals (AKA Identification and Qualification) […]
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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