“Luck is the residue of good planning. Hoffman had done plenty of the latter, and he began to get a bit more of the former.” Nice lines those. I pinched them from “Body of Lies” (2007) by David Ignatius. If you haven’t seen the film of …
To Bid or Not to Bid
Deciding whether or not to enter a procurement competition is not as clear cut as throwing all the variables into a scorecard, hitting a button and seeing what comes out when the wheel stops spinning. A well-established and process-oriented company …
Trust: Your Route to Winning
Winning is a long game and building and maintaining trust in the marketplace is fundamental to it. If you’re a new kid on the block this will take time and maybe a bit of luck. If you’ve been around the block and have the scars to prove …
Renewals and the Perils of Incumbency
What do Margaret Thatcher, Barack Obama and Yitzhak Rabin all have in common? Well, all were once the incumbent leaders of their respective countries. Thatcher was ousted in November 1990 after 11 years as Prime Minister and fifteen years as …
Making the Jump as a Leader
Athletes moving from national competition into the international arena often mention the “step up” in standards. There is an increased speed and intensity that leaves some temporarily shell shocked as they come to terms with the reality of …
What The Best Do Better Than The Rest
It’s easy to differentiate between winners and losers in the business development world. The losers usually plunge the responsibility and accountability into the junior ranks to avoid the hassle of the work as well as the …
