|I||People hire the people they like best; when they can.|
|II||It takes only one veto to lose.|
|III||People hire based on what's in it for them...personally.|
|IV||Most work is won or lost before the RFP.|
|V||Best pricing strategy - not lowest cost - wins.|
|VI||Most great technical proposals look just like the others to the prospects.|
|VII||Best buddies trump strangers.|
|VIII||It takes one champion and a team to win.|
|IX||If you are winning more than half of what you bid, you
are not bidding enough.
Are your managers and technical staff missing opportunity after opportunity:
- To get in early on multi-million dollar opportunities?
- To win follow-on work?
- To expand scope?
- Even to fill slots?
To successfully attack your markets, I will train your people on how the game is played, and how your company can play to win. And once you are in the thick of things, I will significantly increase your odds of winning.
Advice from the frontlines: Technical people are driven to make sense of their world. To achieve this they want a framework, a set of rules and vocabulary. Understanding how Federal Government contracting works is not intuitive, and until they understand how it works – how the game is played – they have little chance of succeeding. Here I present just a few of the rules. My two books contain many others. And learning how to put the rules to work is what is covered in Basic Training.