People resist change. Why? There are many reasons, but some of the more popularly cited reasons are fear (of loss or failure) and avoiding discomfort. But, change is essential for any organization because without change an organization will fall behind its competition and then risk failing to meet customers’ evolving needs. This leads to losing
Reacting to what we see is instinctual. In some instances, our reactions can mean the difference between life and death. Fortunately for us, reviewing proposals is not life threatening, although it taps into similar feelings and reactions that then become judgments about what is being reviewed. The style of your graphics says a lot about
Can you change? Or do you need a nudge? We Want to Change Most organizations and individuals agree that they could do better. As a capture and proposal expert, I work with dozens of businesses from small to large to assess their processes; make recommendations for improvement; and train employees on how to create solutions
The first quarter of 2019 is already behind us. How are you doing on those New Year resolutions? We start each year with a renewed sense of what is possible, and then, most of the time, we quickly become consumed with everyday living, and those new and exciting possibilities can quickly fade. In this quarter's
The theme “Effecting Change” conjures up images of transforming the way the U.S. Government does business. From time-to-time, steps are taken in that direction. In the early 1990s, for example, a commission called the “Section 800 Panel” made recommendations that led to the Federal Acquisition Streamlining Act of 1994, a law that some consider the
Past Technologies The year was 1995, the year that Microsoft released the Windows 95 operating system, a major milestone in personal computers. Windows 95 gave nontechnical people the opportunity to use inexpensive computers for personal and business purposes. It changed the way we worked and played. In addition, it made Bill Gates the wealthiest man
Capture is the art of winning business. It is the synthesis of strategy, tactics, and leadership. It is hard to do. To do it well is really hard. No short-cuts exist to achieve a winning outcome. It is hard pick and shovel work that requires incredible attention to detail. Being competitive places a premium on
What a busy year it has been for our chapter! I wanted to take this opportunity to review all the wonderful things that have taken place and that are still to come. This quarters’ issue is all about Capture. The need to gather information and build a solution or theme is something integral to every
tl:dr. Do you know what that means? If you’re tech-savvy, or have a teenager in your life, you know that it’s Internet slang for “too long; didn’t read.” If you’ve ever been on the receiving end of that message, it is infuriating but direct. In five characters, your audience has told you that whatever you
It’s hard to create clear, compelling presentations for proposals, capture, sales, marketing, or education. We know what bad presentations look like and have sat through many uninspired PowerPoint decks. However, when it comes time to design our own, we fall prey to the same traps and deliver bad presentations, too. But what can we do
