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05
JUL
2016

Avoid these Business Development Excuses

1. “The deal was wired.” I’m really tired of hearing about deals being “wired”. The only thing worse than proclaiming that a deal was “wired” after you lost is the decision you made to actually bid the deal. 2. “They low-balled on...
01
SEP
2015

Business Development Resolutions for FY 2016

Have you thought about what your business missed out on in FY 2015? When business owners talk to me about their mistakes or regrets it’s almost always related to something that decreased or limited the growth of their company. So what can you do to avoid these mistakes and...
05
JUL
2013

Sales vs. Business Development (BD)

Have you ever wondered why some organizations prefer to say “Sales” over “Business Development”? I’ve had CEO’s tell me they prefer the word Sales over BD because it’s more specific and will attract individuals who aren’t afraid of...
01
JUN
2012

Communicating with Contracting Officers

I wanted to share a few thoughts on the “Myth-Busting” memo that Mr. Dan Gordon sent out in February of this year to Senior Acquisition and Procurement Executives within government. For those who forget or haven’t had the opportunity to read through the memo, it...
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