Current Publication
 
 
   
   
 

Next Newsletter
May 15th, 2014

Please feel free
to forward this email.

   
 

Aerospace BizDev News from Linda Wolstencroft
Newsletter #34 –
Apr 15th, 2014

Simplification is not the same as being simplistic

Linda Wolstencroft’s monthly Newsletter provides business leaders with insights on growth in complex situations.

Simplification is defined as “an explanation that omits superfluous details and reduces complexity”.

Simplistic is defined as ‘”treating complex issues and problems as if they were much simpler than they really are”.

See the difference?

In the case of simplification, the entire complexity of the situation is taken into account and it is distilled into the main elements that truly matter and when dealt with, will result in the greatest impact. On the other hand, a simplistic view ignores the complexity of the situation and offers a simple account that is based on a limited amount of information.

The obvious risk lies in making decisions based on a simplistic view rather than simplification.

I have seen a common situation at a few companies.  The situation is one in which a substantive bid to win a large contract is viewed through a “simplistic” rather than a “simplification” lens.  Assumptions are made about the customer’s sentiments, about what they do or do not understand, and about what the customer wants to receive in the proposals.  The process for evaluation and selection is not thoroughly analyzed; instead, the belief reigns that the company can win simply by being reactive to the procurement process.  Further, some companies don’t closely monitor the actions and approaches of their competitors, again believing this isn’t a necessary step in order for the company to be closer to coming out the winner – truly a recipe for a reduced probability of win!

Some signs to watch out for that indicates “simplicity” is overtaking “simplification” are the following:

  1. There is little evidence to back the approach.
  2. Clichés and anecdotes are used as justification of the approach.
  3. Discussions go off-track or down rabbit holes.
  4. A summarization of facts is not available.
  5. Defensive or overly offensive positions are taken.
  6. When things go wrong, blame is wielded rather than reviewing the cause.
  7. Pot shots are taken against the customer or individuals external to the team.
  8. Emotion comes into play.
  9. Distraction techniques are used.
  10. Overconfidence shows up

“Simplification” is not simple to accomplish, whereas “simplicity” is simple to accomplish.  Simplification requires a rigorous and comprehensive review of the situation and a process that results in a clear solution.  Simplicity can be achieved with a single thought, a single anecdote, or a whim.  Hence our natural tendency is toward simplicity over simplification.

At times, outside parties can sift through what’s really happening as a company evaluates its approach to winning new business.  Contact me for more information on this.

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

NEW WORKSHOP – CUSTOMER LOVE” – DELTA CHAMBER OF COMMERCE, September 25, 2014 – Delta, Canada

“Can’t live with ‘em, can’t live without ‘em.” It’s the glaring truth about our customers. How can we reconcile the conundrum and achieve the right balance? Learn the top three approaches to customer relations and discover how to unearth the real story buried within your organization’s perceptions and anecdotes. Choose your own optimum solution and learn the simple actions you can implement immediately to radically improve your customer relations.     Read More>

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

LINDA WOLSTENCROFT’S PROPOSAL Exposé, Dramatically Growing Sales

This unique service is offered by one of the few experts in business development in aerospace.  Linda draws upon over two decades of developing and reviewing proposals – dramatically improving her 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.

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

THE BUSINESS DEVELOPMENT COACHING PROGRAM – Gold, Silver and Bronze Levels

Improve your performance like you can’t even imagine.  Learn how to land the big sales.  The coaching program is a highly effective way of learning what you need, when you need it.
Read More>

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

If you wish to unsubscribe please contact us, or use the link at the bottom of this email.