turck strategic communication Blog Posts
Selling to the US Federal Government – Capture is Critical
By Pete Turck—17-Dec-09 15:59
Nothing is more important to the outcome of a successful bid than an excellent opportunity/business capture effort. There are three areas in particular that are critical to a successful capture effort and bid, these are: ... Read More »
Mid-Life Work Crisis-Turning Plan B into Plan A
By Pete Turck—15-Dec-09 14:50
To be honest I've never been fired or laid-off but I've seen enough of it, particularly in the last 18 months, to have a glimpse of how devastating and life changing such an event can be. It's natural to experience the stages of grief - denial, anger, bargaining, depression and acceptance, but I would add to this list ... Read More »
Why are My Capture Efforts Failing?
By Pete Turck—08-Oct-09 11:54
Almost any shortfalls in your capture bid and proposal efforts will fall into three basic categories; either there is a business development organizational issue, a training issue or a... ... Read More »
Part III- How Many Opportunities do I Need in My Pipeline?
By Pete Turck—06-Oct-09 08:35
Easy and realistic answer: not more than you can manage from a capture perspective. What drives your pipeline is your revenue goals/target numbers. Let’s say for example that your revenue goal/target is $12M for 2010, which has been based on your forecast of ending 2009 at about $10M. Here is an approach that can help you determine the size of your pipeline. ... Read More »
Federal Business Capture - (Part II) Building Your Business Pipeline
By Pete Turck—17-Sep-09 16:14
Last night I attended the National Capital Region Chapter meeting of the Association of Proposal Management Professionals (APMP). The discussion topic for this particular meeting was coincidentally, "Winning More Bids With a BD Pipeline That Works!" If you are serious about Federal Business Development and you have never heard about APMP, then stop what you're doing and go ... Read More »
Federal Business Capture - (Part I) Allocating Resources Across Your Sales Cycle
By Pete Turck—16-Sep-09 15:07
In the Federal Space, acquisition is guided very closely by statute, primarily the Federal Acquisition Regulation (FAR). Opportunities are announced well in advance, sometimes years, and the business capture process for these opportunities has been turned into a science. ... Read More »
Hiring Great Managers and Business Developers
By Pete Turck—11-Sep-09 11:57
One of my great bosses and mentors, Toni Sepulveda, was always looking for good business literature to share with her managers (one of her many good leadership qualities). At one point she bought us all a copy of Jack Welch's book, in which he discussed in detail the importance of hiring good people. Mr. Welch is quoted as saying "Hiring good people is hard. Hiring great people is brutally hard". ... Read More »
Creating an Entrepreneurial Mindset
By Pete Turck—08-Sep-09 13:39
During my time as a General Manager (GM) in a corporate environment, I used to receive annual strategic planning guidance that would frequently include the following direction “create an entrepreneurial mindset within your business unit”. While I fully understood the word entrepreneur and the term mindset was clear, the question remained – how do I establish “an entrepreneurial mindset” within my business unit? ... Read More »
Leveraging the Stimulus-Some Facts and Resources
By Pete Turck—01-Sep-09 07:47
Background. In February 2009, President Obama approved a stimulus package of $787 billion that would be used for tax breaks, loans, and national... ... Read More »
Benefiting From the Stimulus (Part 4 of 4)
By Pete Turck—12-Aug-09 20:07
For those just starting out in the Federal space, be advised that while potentially lucrative, winning contracts is a long and difficult process. Government ... Read More »
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