This Newsletter is intended to serve recipients by providing relevant and timely guidance on business growth issues. Do you have a subject that you’d like to see covered in this Newsletter?
Contact Linda with your advice

News from Linda Wolstencroft, Aerospace BizDev
Newsletter #58 – April
15th, 2016

Linda Wolstencroft’s monthly Newsletter offers business leaders insights on achieving the next big win.

Balance the General with the specific: Transform big ideas into real results

When working with companies, I find that there is never any shortage of opportunities or ideas for new business growth. Brainstorming sessions can lead to all sorts of ideas – from “true blue sky” ideas to ones that actually might hold water.

We can talk forever and ever about suppositions for the future and what it might be. We talk about business growth and uncover ideas even when they are not readily obvious.  We can talk about being the next iPhone.

At one session, two seemingly diverse groups came together to search for ways to help one another and the only obvious connection was that each needed technically skilled people. But if each group took these people from the other, then where is the greater benefit? I know that my best clients would not embark on an initiative that could not show solid results from a new business relationship, so why would these two groups? Sometimes it’s better to walk away and spend time on something else.

Contrast this folly with the work of a company I know is growing their business. As with most businesses, there are opportunities that are only slightly out of reach and it’s simply that other priorities have prevented them from being worked on. With only a bit of work and refocus, some of these opportunities can be turned into real business results. This company uses facts, evidence and external expertise to assess their new business opportunities. And while some opportunities can look less attractive after being assessed, others have shown to be even more lucrative than initially thought. With this approach, this company is on its way to diversification and real business growth into new products and new markets.

There are many examples of the lesson of what will yield real business opportunities and what might not. If one takes a technology-based approach to the market, one will always find new applications, but the gestation period may be too long to really help the business. Years ago when we were building the CanadArm at Spar Aerospace, there was a group of our engineers who worked on determining how the robotic arm could serve other industries, such as undersea exploration and mining. Although development and commercialization of the product would take at least a decade, the company wisdom had aspirations of the application being sold within 5 years. That didn’t happen. Unfortunately, lots of money was spent. Fortunately, the technology basis was not wasted in the company because it could still be used for other projects. However, had the company put this effort into projects that were more near-term, then perhaps its history would have been different. After all, with some exceptions, it is the market that will prevail.

Contrast the “pie in the sky” approach with considering working on what is right in front of you. Do you want results this year and next, or in ten years? The choice is yours; be careful what advice you follow.

.........................................................................................................................

NEW WEBSITE

Check out our new website. It’s refreshed, mobile-friendly and includes free content such as articles, newsletters, podcasts and webinars.

Click here!

.........................................................................................................................

NEW!  BUSINESS DEVELOPMENT PROCESS AUDIT

Assess how robust your business development, sales and/or marketing processes are. This audit is performed with the backdrop of 25+ years of determining what does and does not work in the business development process.

You will learn which primary areas require improvement, and by correcting these main deficiencies, your business results will improve substantively.

Apply best practices that are tried and true, and have helped many businesses improve their results.

Contact Linda for a consultation.

.........................................................................................................................

BUSINESS STRATEGY FOR GROWTH

Economic shifts in our economy of late are causing businesses to re-think their approach. Businesses that were over-reliant on a currently declining sector are now considering diversification. The low Canadian dollar presents huge new opportunities for Canadian companies to excel in export markets. We are seeing Canada’s trade with the US increase. Now is the time.

Accelerate business results through developing a corporate strategy for growth. An effective corporate strategy often makes the difference in exceeding business growth objectives. Understand how to position your company amongst market drivers and competitors' strategies. Orchestrate your company activities to drive results. Power your company’s growth while engaging your people to learn, grow and participate in a fulfilling journey.

Contact Linda for more information.

.........................................................................................................................

“RED TEAM REVIEW” - LINDA WOLSTENCROFT’S
PROPOSAL EXPOSÉ:
Dramatically Growing Sales

This unique service is offered by one of the few experts in business development in aerospace.  Learn from over two decades of developing and reviewing proposals – dramatically improving clients’ success rates of winning new business from government and the military, airlines, helicopter operators, OEMs and prime contractors, throughout North America and internationally.

This essential service will change the game for your business development efforts and significantly increase your probability of winning.
  
Outcomes you will gain:

  • Set a winning strategy
  • Align your entire proposal with your strategy
  • Boost your technical, management and past performance scores
  • Identify key areas of weakness and make them irrelevant
  • Mitigate risk areas
  • Avoid the business killer:  being non-compliant
  • Add dynamic material that captivates the evaluators
  • Escape the doldrums of boring sections
  • Creatively use visuals for best impact and maximum points
  • Make it easy for the evaluators to see your value

Your proposal will be dramatically improved AND you will be able to generate better proposals in the future.

This service is available when, where, and through the best medium for you. 

Contact Linda for more information.

.........................................................................................................................