Axioms
- People hire the people they like best; when they can.
- It takes only one veto to lose.
- People hire based on what’s in it for them…personally.
- Most work is won or lost before the RFP.
- Best pricing strategy – not lowest cost – wins.
- Most great technical proposals look just like the others to the prospects.
- Best buddies trump strangers.
- It takes one champion and a team to win.
- If you are winning more than half of what you bid, you are not bidding enough.
Are your managers and technical staff missing opportunity after opportunity:
- To get in early on multi-million dollar opportunities?
- To win follow-on work?
- To expand scope?
- Even to fill slots?
To successfully attack your markets, I will train your people on how the game is played, and how your company can play to win. And once you are in the thick of things, I will significantly increase your odds of winning.
A client says…
“David’s been teaching his Axioms to my people since 1999, resulting in hundreds of millions of dollars in wins. He gets people to understand the basics of business development better and faster than anyone I have met in my 25 years in the business.”
JOHN SUTTON
Chief Operating Officer
KeyW Corporation
“This guy would be perfect for doing our website! He likes fishing, hunting, and he plays golf! What more can you ask for from a web designer?!”
Advice from the frontlines:
Technical people are driven to make sense of their world. To achieve this, they want a framework, a set of rules and vocabulary. Understanding how Federal Government contracting works is not intuitive, and until they understand how it works – how the game is played – they have little chance of succeeding. Here I present just a few of the rules. My two books contain many others. And learning how to put the rules to work is what is covered in Basic Training.