Business Lift

The lack of well-defined performance criteria causes many business development practitioners to operate blindfolded, never really knowing whether they are successful at what they do or not. Tracking the performance of business development units and setting up performance measures for...

This is a good time to explain your company and some of its underlying strategy, such as competitive edge and value proposition, as well as establishing base-line numbers for your plan. I find switching modes like this, from numbers to text and back, helps keep the process fresh as...

1. Describe and define “language.”  2. Describe the role of language in perception and the communication process.  Are you reading this sentence? Does it make sense to you? When you read the words I wrote, what do you hear? A voice in your head? Words across the internal...

Injecting the business development unit with the necessary resources is an important aspect of managing business development effectively. But simply hiring people with a strong track record is not enough.  "Simply hiring people with a strong track record is not enough" Managing...

SOLUTION-BASED LOGIC What actions do you and your organization take when formulating a strategy? How does the process begin? When offered the challenge of formulating a strategy, what is your first inclination? Do you instinctively start thinking about the process that you are going...