Posted By from Washington Technology,
Saturday, May 01, 2010
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by Bob Lohfeld, chief executive officer
at Lohfeld Consulting Group.
A successful strategy requires buy-in from corporate leaders and a
When we examine why companies win or lose new business in the government
market, the reasons are amazingly similar. Companies win more often
when they focus on understanding customer requirements and objectives.
They predictably lose more often when they don’t. Similarly, qualifying
new business opportunities early in the business development life cycle
results in better win rates, while late qualification results in fewer
wins and cost increases in business development. Click here for the entire article.
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