Are You a Special Interest?

Are You a Special Interest?

Are you a special interest? It turns out you are…so go ahead and act like one. Read a bit further to learn how. You have likely heard of the Federalist Papers…at least you skimmed through the Cliff’s Notes when you were in school. Just a quick refresher that the...
7 Stages of Garnering Support

7 Stages of Garnering Support

Have you thought about the steps that must unfold on the path to garnering support for your federal government sale? I have identified seven; they are simple, yet essential. Think of the stairsteps in the graphic below. Stage 1 – At the beginning, there may or may not...
The Curse of Imperfect Information

The Curse of Imperfect Information

Leaders are expected to interpret their environments and make decisions with imperfect information. Some leaders are quite good at it, while others continue to wait for an additional insight that might get them closer to a mythically higher confidence. As an exercise...
The Revolving Door

The Revolving Door

If you don’t know me well, you may not want to read further. I break from my down-the-middle moderation and defend a concept while notably not defending the individual. Recently, the Washington Post wrote a less-than-flattering assessment of the post-military career...
Did You Feel That?

Did You Feel That?

Did you feel that? We often don’t notice a change that unfolds right under our feet. Aging is a more extreme example. We notice the aging process in people when we look at photos from months or years past or when we see an acquaintance after months or years. We...
Three Ways to Lobby

Three Ways to Lobby

How do you lobby correctly and in an orchestrated manner? Would it surprise you if I told you that the top 5 defense companies by revenue score one-third of all defense acquisition dollars? What if I told you half of all defense acquisition dollars goes to just 40...

Selling to the Federal Government can take years.

This simple tool can keep you on track—and maybe even speed things along.

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