Author Archive
Opinion
The Silent Killer 2: The four words that saved a recompete
In part two, BD expert Nic Coppings explains how even engineers and line managers can play a vital role in winning recompetes.
Opinion
The Silent Killer: How a PM's complacency cost his company millions
Business development expert Nic Coppings explains the risk of over estimating the relationship with your customer and how to avoid the pitfalls.
Opinion
Client Disconnect: Are you selling what they're not buying?
Many GovCon professionals overestimate their client focus, unaware that common missteps like talking too much and failing to listen alienate clients, writes BD expert Nic Coppings.
Opinion
The silent killer of GovCon growth: Are you in denial?
GovCon executives at mid-sized companies often blame external factors for lost bids. But the real culprit is often internal denial, writes business development practitioner Nic Coppings.
Opinion
From service to BD Success: Avoid these three mistakes when hiring veterans
As you onboard veterans for business development roles, you need to invest in the right training, according to BD expert Nic Coppings.
Opinion
Why invest in your frontline people
Your technical experts are close to your customers and with the right training can be a powerhouse for business development efforts, Hi-Q Group's co-founder and managing principal Nic Coppings writes.
Opinion
6 organic growth killers crippling contractors
Many contractor aren't putting emphasis on the factors that drive organic growth, including having the right objectives and prioritizing customer relationships, writes BD expert Nic Coppings.
Opinion
Averting the digital generation's communication crisis
Business development expert Nic Coppings says that the digital generation needs help developing emotional intelligence, a critical skill when engaging with customers. Here's where to start.
Opinion
8 habits that push your customers away
Business development expert Nic Coppings offers a reality check for government contractors and the many ways they alienate customers.
Opinion
Transform your BD offsite to drive revenue
Offsite events don't have to be death by PowerPoint. Business development expert Nic Coppings explains how to transform these events to unlock your BD teams potential.
Opinion
From social contacts to more contracts: Unlocking the power of winning relationships
To get the most out of your business relationships, you need to measure them and identify how to improve them, writes our business development expert.
Opinion
Your growth results aren't improving because you keep doing the same thing
In the GovCon market, even tireless BD efforts might not always lead to success. Could your team's unyielding consistency be both a strength and a surprising pitfall?
Opinion
How company habits could be costing you millions
Uncover the hidden costs of poor customer engagement and why training your entire organization to build relationships, uncover needs, and spark innovation is no longer optional.
Opinion
All employees need customer engagement training
Customer engagement training is as important as ethics and compliance training. Every employee plays a role in fostering relationships, safeguarding reputation and securing future opportunities.
Opinion
How listening skills drive the best outcomes
Program and project managers -- the front lines of business development -- need effective communication skills to lead their teams and serve their customers. A little training might go a long way.
Opinion
Program managers play a bigger BD role as recompete landscape shifts
Incumbency is no guarantee of success, so program managers must embrace their business development role and to do that they should get more training to recognize and communicate their customers needs.
Opinion
How emotional intelligence should direct your government marketing plans
With the pressures your customers are under, the need for empathy and genuine connection are more critical than ever.
Opinion
Is your BD organization ready to face today's market?
In a two-part series we explore how today's changing market requires you to honestly assess your BD structure and put the right kind of leadership in place.
Opinion
