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David’s been teaching his Axioms to my people since 1999, resulting in hundreds of millions of dollars in wins. He gets people to understand the basics of business development better and faster than anyone I have met in my 25 years in the business.
John Sutton, Vice President
ManTech International Corporation
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| After Steve wrote it down, everybody finally got on the same page |
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"David Kritzer’s new book—How to Play the Federal Contractor Game to Win—will become an extremely helpful resource to small business entrepreneurs, business developers, and capture managers along with project managers and proposal managers. The book’s refreshingly conversational coverage of basic—but definitely not simple—topics centers on selling support services to the U.S. Government. Years of field-tested wisdom and in-depth reflection on human attitudes and behaviors shine through in this slim volume that can be read in its entirety on a single airplane flight. However, genuinely implementing the guidance that is readily provided is a different matter altogether. That will require the day-to-day diligence and commitment of an entire career. Keep re-reading this book—it will keep you focused in the right directions for sustained success."
Robert S. Frey, MBA, MSM, M.A.
Principal
Successful Proposal Strategies, LLC
a woman-owned company
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Yes, there are rules – Axioms – about how people buy when they are not buying for themselves but for large organizations. Guided by the axioms in this book, you will learn how to finesse fools, trump competitors, and subtly appeal to self-interest. You will discover why your audience may be missing your message, why your unique solution is not enough to carry the day, and why following the Golden Rule often backfires. And you will learn that great results, trust, and being liked drive more business than technical, clever talk, and advertising, combined.
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