Business Opportunity:
Emergency Response and Removal Services (ERRS) Region 10 - Small Business
If you want the free full summary of this target go to http://login.epipeline.com/limitedDisplay?ID=FAECCUSA2969&FLAG=SUMMARY.
This target is only available for a short period of time.
If you need help designing and executing your capture program
or proposal to win this procurement contact Doug Allston, at
703-642-5153.
News/Information
Networking Opportunity
Articles:
Annual Check-Up, A Corporate Level "Brown Bag" Session
By Sid Jaffe, CEO, Advantage Consulting, Inc.
There are seven simple business questions that constitute a quick Business Check-Up. Each is a "yes or no" question. Your Goal is seven yes responses.
Are we driving increased valuation of the business and not simply "rising and falling with the tide?"
Is each of our project managers and their staff executing an approved growth plan?
Are we positioning ourselves to mold upcoming recompetes so that we not only win them, but win at a greater value to our client and to our company?
Are we correcting our mistakes from the past and at the same time replicating the strategies and tactics that we have executed successfully?
Am I getting consistent and complete reports on our progress so I can manage the business?
Are we actively creating and reinforcing a positive image of our company internally and in the business community?
Do we have the overall corporate team that we need to continue to be successful?
Corporate leaders need to be confident about the tactics and activities the firm is engaged in that affects the answers to the seven questions. If there are components of the business that come up as needing work, you should let your check-up be your call to arms.
During the coming 22 weeks of this newsletter we will be presenting Brown Bag exercises and discussions that you can use with your customer teams. If you would like to discuss these exercises, please call Sid Jaffe, sjaffe@acibiz.com at 703-642-5153.
Put Time on Your Side and Expand your Capabilities
By Bill Hamilton, Vice President, Advantage Consulting, Inc.
Are you satisfied with your own success? Do your employees know the best ways to communicate with your customers and potential customers? Do you have a well structured and effective capture organization or an effective capture process for that matter? These are only a few of the questions you may ask about your growth potential.
The best time to prepare for the future is now. It is ironic that the first thing that is frequently curtailed during slow or bad times is preparation for the future good times that will follow. In many cases, business development programs suffer most because they are perceived as not being currently needed.
Business development is a team sport and the most successful companies involve most of their employees in some part of the business development process. Any person who interacts with a client is in a position to provide information that can be used for you to do a better job for the client.
The more employees you can use in business development, the better your efforts will be and the higher your employee morale will be. The best way to ensure employees know how to contribute to that role is by preparing them for it. The more prepared they are, the more effective their participation will be.
Advantage Consulting offers different workshops that can provide members of your team the necessary training at nominal cost. Workshops are held periodically at our officers in Annandale and arrangements can be made to hold workshops for your employees on your site. These on-site workshops can also be tailored to address your company's specific needs. We also provide professional consulting services in business strategy and business development that can enhance your level of professionalism.
If you do not mobilize your entire team, you put the burden of development on a very small number of people. By mobilizing all of your staff, you enhance your overall capabilities and will win more business.
Want to discuss ways to improve, enhance or grow your business development efforts and team? Call me at 703-405-8912 or contact me by e-mail at bhamilton@acibiz.com and let's talk.
Tongue- in-Cheek Proposal Terms
By J.P. Richard, Vice President, Advantage Consulting, Inc.
Proposal Definitions with a Chuckle - More from the APMP Glossary of proposal terms compiled by Chuck Keller.
Proposal Evaluators - The unfortunate souls assigned to evaluate proposals in a competitive procurement; can have as much desire and motivation to read the proposals as many of the proposal writers who were assigned to write those proposals.
Deficiency Notice/Report - A prospective customer's way of giving you a chance to fix a deficiency in your proposal that should not have happened if you had done the proposal correctly in the first place.
Fun Humor/Wisdom:
Quotable Quotes
We could certainly slow the aging process down if it had to work its way through Congress. - Will Rogers
We think in generalities, but we live in detail. - Alfred North Whitehead
We weren't promised an easy life. We were promised help to live it. - Anon.
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