stop missing your targets
It’s frustrating to miss your revenue goals, despite all your hard work.
You can have the best processes, metrics, capabilities and mission—and you can lose it all in one conversation. Why? Because business is a human experience.
Customers work with people they like and trust, and they don’t see silos. They experience your BD, Capture and Delivery staff as one team, and to exceed your goals you’ll need everyone to have a growth mindset and understand how they contribute in their role.
What your team doesn’t yet realize, but you instinctively know,
is their role goes beyond tasks, project deadlines and expertise.
What your team doesn’t yet realize, but you instinctively know, is their role goes beyond tasks, project deadlines and expertise.
Their customer access is critical to grow contracts.
When your team doesn’t understand their growth responsibilities, you miss out on alignment with the customer and a wealth of competitive intel.
Teams grossly overestimate their people skills and
relationships with customers, stakeholders and peers.
Teams grossly overestimate their people skills and relationships with customers, stakeholders and peers.
They simply doesn’t know what a Winning Relationship® looks like.
They believe a “great” relationship is one where they share small talk,
never realizing they fail to understand what really matters to the customer.
Your team can know your customer for 10+ years and
believe they have a “great” relationship because they ask:
“Carol, how are your kids enjoying their summer?”
Yet they’re too afraid to ask questions like:
“Carol, what is the impact for you and your team
if you don’t meet the milestone in time?”
“Carol, what is the impact
for you and your team
if you don’t meet the
milestone in time?”
Your team doesn’t realize they appear self-focused
by asking the same questions as everyone else and
only listening to reply and “prove” their value.
Your team doesn’t realize they appear self-focused by asking the same questions as everyone else and only listening to reply and “prove” their value.
Have you ever wondered why all these “great” relationships
never produce “great” intel or “great” results?
Have you ever wondered why all
these “great” relationships never
produce “great” intel or “great” results?
When your team lacks the skills and confidence to
connect deeply with customers, you’ll hear excuses like:
When your team lacks the skills and confidence to connect deeply with customers, you’ll hear excuses like:
“I can’t get a meeting with the right decision makers.”
“I’ve been too busy to talk to them.”
“We don’t have the connections or time to shape it.”
“The competition is tough—we’re not priced effectively.”
As you watch your team in action, you may notice this blind spot
play out internally in wasted pre-proposal periods, reactive bids,
strained resources, painful politics and talent retention issues as a result.
As you watch your team in action,
you may notice this blind spot play out internally in wasted pre-proposal periods, reactive bids, strained resources,
painful politics and talent retention
issues as a result.
Does any of this sound familiar?
This frustrating culture is a result of your
customer experience and your team’s behaviors.
This frustrating culture is a result
of your customer experience
and your team’s behaviors.
It’s critical all your customer-facing roles have the skills they
need to connect and understand the customer’s true needs,
especially when your BD staff and expertise is limited.
It’s critical all your customer-facing roles have the skills they need to connect and understand the customer’s true needs, especially when your BD staff and expertise is limited.
You need a united front focused on one goal.
You need a united front
focused on one goal.
Many leaders make the mistake of thinking their team
doesn’t need relationship-building skills, but without it
they continue to struggle with limited intelligence, poor
qualification and strained resources that miss revenue goals.
Many leaders make the mistake of thinking their team doesn’t need relationship-building skills, but without it they continue to struggle with limited intelligence, poor qualification and strained resources that miss revenue goals.
Hired for their relationships or expertise, many technical and functional professionals have no awareness or incentives tied to growth objectives for their role.
82% of government decision-makers say strong relationships are a key factor in awarding contracts,³ but only 28% provide training on relationship-building skills.⁴
Only 19% of GovCon organizations have a growth playbook.⁴ Without it, teams struggle without a common language to share intel internally or collaborate.⁵
