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20 Questions You Need to Ask Your Customer When Collecting Opportunity Information During Capture

When you are meeting with a government representative, your purpose is NOT ” to sell” them – especially during your first visits to this customer. Your purpose is TO LISTEN. Dale Carnegie said that you can get a reputation as an extremely engaging conversationalist by mostly listening – and it holds true in working with Read More

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How to Double Your Probability of Winning Bids by Mastering the Art of ‘Capture’

When my phone rings, and a potential client calls, about 90% of the time the story is the same: we’ve got a Request for Proposal (RFP) in and we need you to help us immediately. I say great, would be happy to help you. By the way, have you done any capture? I hear either Read More