Right Time for Rebids?
Anyone who’s had a contract up for renewal, especially of the 80/20 variety, knows the fear of losing it (80% of your revenue from 20% of your contracts). In Would You Rather be Barbarian [...]
The Law of the Contractors’ Jungle
Diana of SMO asked about informational versus persuasive proposals. Here’s my answer from contractor and customer jungles. 1) Life begins & ends with a contract 2) Contracts are won [...]
Would You Rather be Barbarian or Duck?
In this corner, with a 42% large-bid win rate, the contract challenger, “Barbarian at the Gate”. And in this corner, with more than 48 consecutive months of uninterrupted service, the [...]
Truth in Truisms #1
I love truisms because they’re true, but I hear them so often I ignore them. Like marketing quicksand words and phrases. Eventually, and it always happens with truisms, something occurs and [...]
