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
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
Here’s part 2 of my latest blog at the APMP Interational Conference with Mike Parkinson.
Here’s my latest video blog on the last day of the APMP conference. If you are not ready to resource your proposal to win, you really should not bid.
Here’s my latest video blog: