Author Archive
Opinion
Can you recognize and act on 'warm' contract opportunities?
A key to success in the government market is recognizing cold, warm and hot opportunities, and how to navigate each. Read part 2 of our three-part series.
Opinion
Challenges ahead as corporations evolve
Technology is replacing people across multiple job descriptions and many companies are challenged to find new ways to embrace employees and partners to survive this fundamental shift.
Opinion
The original value proposition
The term 'value proposition' gets used a lot these days, but marketing and business development expert Bob Davis takes us through the term's origins and explains the power behind the original value proposition.
Opinion
WT DEBATE: Stronger culture? Company A or B?
Columnist and government marketing expert Bob Davis describes two companies with distinctly different but common cultures. The question is, which is better?
Opinion
Insights on the critical role of today's boards
With increasing scrutiny on your business, you need to have a board of directors or advisors that are engaged and familiar with your business. Business development expert Bob Davis explains.
Don't forget the hidden powers of marketing
A lot of important functions fall under the umbrella of marketing so don't forget the important role it plays in brand management.
Opinion
Good leaders don't forget about community
Companies succeed, fail or muddle along as a team of people, not as a resource pool waiting for wisdom from the top. How do you lead your organization?
Opinion
2014 forces demand action, not waiting
As challenging as 2013 was, 2014 has many of the same forces that make for tough market conditions and put downward pressure on companies. How do you pull your company out of a negative glide path?
Opinion
BD still matters in the era of LPTA
A common myth in the age of LPTA is that business development people are becoming less necessary because lowest price bidding is more important than customer relationships; however, BD might be more important than ever these days.
Opinion
The blessing and curse of mentor-protégé relationships
The mentor-protégé relationship can start with such promise, but multiple factors spell its doom. What drives these agreements aground?
Opinion
Have you embraced the new model of BD?
Digital business development means potential customers look online as their first step in finding a solution to their problem. What does this mean to traditional BD?
Opinion
Is it time to say good-bye to the chain of command?
Henri Fayol created the modern theory of management that was built on the concept of a chain of command that dominates most company cultures. But that time honored tradition just might be killing your competitiveness.
Opinion
Don't skimp on your knowledge base
Careers today will stretch out over decades and no matter how young or how old, cultivating a broad knowledge-base is critical to fruitful path forward.
Opinion
Is management to blame when projects fail?
Projects that falter usually have a common root cause - a failure of management. Do you know the four critical elements that all good managers must juggle?
Opinion
4 critical questions to guide your career
Careers last longer and involve multiple employers, so you need to know the critical questions to ask yourself as you take responsibility for your professional development. Remember, no one is going to do it for you.
Opinion
Washington, we have a procurement problem
In a tight, highly competitive market, the role that acquisition and procurement officials play is critical, which is why the shortage of people with these skills is going to take a bad situation and make it worse.
Opinion
Winning is a team sport. Are you getting everyone to play?
Today we are in a bear market, so everyone in operations and program managers need to learn their role business development and sales. Are your employees firing on all cylinders?
Opinion
How to develop your ex-govvie new hire for the best results
Former government employees can make great private sector employees but you have to train and develop them to get the best results for them and for your company.
Opinion
Never stop your market research or risk the consequences
When a contractor and a customer work together long enough, doing your market research might slip by you but you ignore it at your own peril come recompete time.
Opinion