by John Woodcock | Mar 23, 2023 | Digging Deeper
There's not much point in building things if a project owner(s) cannot meet his obligations! If you're working for government or public entities, this usually isn't a worry. Private owners and developers – especially if the economy softens over time – can present a...
by John Woodcock | Jun 1, 2022 | Digging Deeper
Most contractors think of their Go-No Go (GNG) process as a risk management tool to avoid that one bad job, and that is certainly part of its purpose. Buy what else does a robust GNG do for you? What three other advantages might your GNG offer? Please join John...
by John Woodcock | May 25, 2022 | Digging Deeper
How come some contractors always seem to pick off the choice work with choice owners? What techniques do they use to get and stay ahead of the business development competition? How do they always seem to know the client's hot buttons and preferred trade partners? How...
by John Woodcock | May 18, 2022 | Digging Deeper
If you're like most contractors, even the largest ones, most of your business development effort comes just before your presentation is due or the project nears award. The hurry up and rush nature of BD can easily cause a contractor to develop myopia and miss big...
by John Woodcock | Jan 25, 2022 | Uncategorized
Business development is, of course, at least somewhat dependent on building relationships. But are there other, perhaps less obvious, pathways to BD success? Please tune in this week as John Woodcock briefly reviews the book The Challenger Sale, discusses the five...
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