Informative webinar presented by Mike Lisagor at a recent Growth Officers Association ([ Ссылка ]) event.
The government acquisition process is so complex it’s not surprising that it presents countless opportunities to learn lessons the hard way. Based on my 40+ years of experience in the government contracting community, I’d like to share 22 nasty little terror tales from my creepy crawly collection.
A (usually) retired but occasional GOVCON advisor, writer and jazz/blues musician, Mike lives with his wife of over 50 years on an island in the Pacific Northwest. He can be reached at mike@celerityworks.com.
Mike is the author of:
How to Win in the Government Market (with Mark Amtower)
tinyurl.com/y3fh6vfn
The Essential Guide to Managing a Government Project - tinyurl.com/ykpn5ry3
How to Develop a Winning SBIR Proposal (with Eric Adolphe) -
[ Ссылка ]
WEBINAR CONTENTS:
1. MANAGE THE SALES PIPELINE
2. CHECK THEIR REFERENCES & CREDIT RATING
3. GET IT IN WRITING!
4. INCENTIVIZE & MEASURE
5. INSTITUTE A FORMAL BID DECISION PROCESS
6. ESTABLISH PRIORITIES/BE DECISIVE
7. KNOW YOUR STAKEHOLDERS
8. STAY IN YOUR TARGET MARKET
9. TRAIN & MOTIVATE
10. AVOID HASTY TEAMING
11. ASSESS THE COMPETITION
12. UNDERSTAND CONTRACT RISK
13. COMPLY WITH THE CONTRACT
14. PRIORITIZE BIDS & PROPOSALS
15. PLAN FOR DISASTER
16. BALANCE SKILL MIX
17. PREPARE FOR GRADUATION
18. HIRE WISELY & MEASURE PERFORMANCE
19. ESTABLISH REASONABLE BUDGETS
20. PREPARE FOR YOUR RE-COMPETE
21. BE VISIBLY COMPLIANT
22. TAKE PROJECT RISK SERIOUSLY
