The Importance of a Great Go-No Go Strategy

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...

Focus on CLIENTS, Not Just Projects

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...

Selecting and Winning the Right Work

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...

Is Business Development All About Relationship?

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...

The Power of Mission Statements

Good mission statements – of which there are far too few! – are effective ways of saying a lot with just a few words. They can provide a glimpse into your organizational values to both your employees and the general public. Watch our blog this week as John Woodcock...