7 Brutal Truths
- Federal customers are exceptionally risk-averse. If you and your teammates are not one of the safe choices, i.e., someone who has done this before in some demonstrable way, don’t waste your time pursuing the opportunity.
- Competitors want to take your business. They may often play fair… they will rarely play nice.
- The quality of a person’s vision in evaluating business opportunities is inversely proportional to the size of the opportunity. (The bigger the deal, the blinder we get!)
- The quality of a technical enthusiast’s vision in evaluating business opportunities has nothing to do with the size of the opportunity.
- Until you can describe what you are selling, in plain English, you will not appeal to the people who can write the check.
- Technical arrogance must be applied with finesse.
- People hire the people who show up often in the right places at the right times.
“Look, I appreciate the thought, but I’d have to see a risk assessment before I try anything different.”
A client says…
“David helped our orals team turn a highly technical solution into one that was easily understandable.”
Kyle Scott
Vice President
Telos Corporation