Never Forget...

1. Federal customers are exceptionally risk averse. If you and your teammates are not one of the safe choices, i.e., someone who has done this before in some demonstrable way, don't waste your time pursuing the opportunity.

2. Competitors want to take your business. They may often play fair... they will rarely play nice.

3. The quality of a person's vision in evaluating business opportunities is inversely proportional to the size of the opportunity. (The bigger the deal, the blinder we get!)

4. The quality of a technical enthusiast's vision in evaluating business opportunities has nothing to do with the size of the opportunity.

5. Until you can describe what you are selling, in plain English, you will not appeal to the people who can write the check.

6. Technical arrogance must be applied with finesse.

7. People hire the people who show up often in the right places at the right times.

David facilitated a themes-and-discriminators session that helped us determine how to position ourselves with the customer and develop a compelling message in pursuing a $100M opportunity.

Mike Stolarik, President and COO
QinetiQ North America

With David's help, we were able to quickly focus on what we needed to do to find the first customers for our offerings.

Carl Eckstein, CEO
Project Management & Control, Inc.

Ready - Aim - Fire

You can waste a lot time and money doing the wrong things - calling on the wrong people, selling the wrong services, giving the wrong reasons to buy, misjudging the competition. I lead you through a disciplined process of deciding what to sell, who will buy, and who will pay your price in large part based on the naked truths.

david@davidkritzer.com  301.251.2915