How do You Start an Executive Summary?

I am working through the final edits of my workbook and instructional CD titled How to Write Persuasive Executive Summaries I am planning to release in the next few weeks. I am very excited because it introduces my six-part formula and goes step-by-step through...

Advice on Delivering News to Clients

I am subscribed to the Monday Morning Memos by Alan Weiss – he is considered  “the consultants’ consultant.” I like him because he is incredibly insightful, and also has quite a zest for life. His point in today’s Monday memo resonated...

When Do You Write an Executive Summary?

Question on when do you choose to write executive summaries.

How to Vet Potential Teammates to Prevent Teaming Pitfalls

Most of the Government contracts are accomplished through teaming and in the world of bundling contracts into larger vehicles, IDIQs, and integrated multi-faceted solutions, the Government encourages teaming. Rarely does someone in the world of services and solutions...

20 Questions You Need to Ask Your Customer When Collecting Opportunity Information During Capture

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...

How to Double Your Probability of Winning Bids by Mastering the Art of ‘Capture’

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...