About My Books
- Sales people learning how people actually buy for their organizations.
- Operations people decoding the mystery of how work is won.
- Business developers motivating their operations people to play an active role in winning large contracts.
- Executives required to forecast results based on understanding which variables predict success.
How to Play The Federal Contractor Game to Win
The Unwritten Axioms
About How to Win…
- 15 keys for understanding the game
- 24 methods to get your message through to buyers
- 27 ways to exert influence
- 11 strategies to make your customers more successful
- 12 tactics to defeat your competitors
- 24 easy exercises to build your business muscles
Illustrated with 35 cartoons to drive each point home.
More Solutions for Winning the Federal Contractor Game
Practical (and humorous) advice from the frontlines.
About More Solutions…
- 20 easy ways to make a difference
- 21 techniques for improving your listening
- 18 personal barriers you can overcome
- 21 skills you should work on to
- 21 sharpen your business reflexes
- 15 things you need to know to excel at the game
- 15 pointers that will improve your proposals
- 15 exercises to turn ideas into habits
Illustrated with 118 cartoons to drive each point home.
How to Play the Contractor Game to Win: Capture Management
Learn How To…
- Think about capture management as a discipline.
- Ensure you have the necessary resources–the right structures and processes, and a strong capture team.
- Remove the barriers to your success.
- Use information, techniques, and your project management tools to give you a competitive advantage.
- Create solutions that position your team to win.
- Make your proposal compelling, convincing, and high scoring.
- Stay on top of things without being overwhelmed.
A client says…
“David Kritzer’s new book — How to Play the Federal Contractor Game to Win — will become an extremely helpful resource to small business entrepreneurs, business developers, and capture managers along with project managers and proposal managers. The book’s refreshingly conversational coverage of basic — but definitely not simple — topics centers on selling support services to the U.S. Government. Years of field-tested wisdom and in-depth reflection on human attitudes and behaviors shine through in this slim volume that can be read in its entirety on a single airplane flight. However, genuinely implementing the guidance that is readily provided is a different matter altogether. That will require the day-to-day diligence and commitment of an entire career. Keep re-reading this book—it will keep you focused in the right directions for sustained success.”
Robert S. Frey, MBA, MSM, M.A.
Principal
Successful Proposal Strategies, LLC
a woman-owned company