Current Publication
 
 
   
   
 

Next Newsletter
June 15th, 2014

Please feel free
to forward this email.

   
 

Aerospace BizDev News from Linda Wolstencroft
Newsletter #35 –
May 15th, 2014

Modeling The Complex Decision Attributes

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

In March, I presented a “Decision Wheel” that showed the spectrum of decisions needed to solve a complex business growth problem, such as growing your business by winning a large new contract.

Your feedback has turned the wheel around and flipped it into a leaner visual representation as follows:

Simplifying Complex Decisions within the Complex Sale:

Are you addressing all of these elements? You can use this as a checklist to manage your process as you proceed through bidding on a new contract, or setting your new strategy for growth. 

The top element on the chart, Competitor Analysis, is one that I find often overlooked.

What is your perspective on Competitor Analysis?  Do you view it as being a lower priority than developing your product/service offering?  In some technology-based companies this tends to be the case.  These companies believe that the product/service will sell and speak for itself and that the customer simply realizes the benefits of the product/service and selects it.  Fait accompli.  This is a dangerous view because it doesn’t consider your competitors’ product/service offering.  Some call it “drinking the Kool-Aid”, which means adopting a cult-like obsession and idolizing your own product/service offering, thus looking inward too much at the expense of determining what the competition is doing.  The answer is to have a balance – both are important.

Or is it your perspective that it doesn’t matter very much what your competition offers because you’re doing such an excellent job satisfying the customer requirement and as long as you focus on meeting or exceeding the customer requirement, you will always come out on top?  Once again, this is a dangerous assumption.  It’s good practice to do your best to provide the customer with the best solution you can when measured against the requirement, but how do you know the competitor doesn’t have an even better solution if you’re not determining what that may be?

The first step in conducting a Competitor Analysis is to determine exactly who your competitors are.  This isn’t always obvious and care should be taken to ensure that no stone is left unturned.  Early in a procurement process, competitors are more plentiful because the customer is shaping the requirement.  However, this is an important phase and your work during this time should reflect that importance. 

Once you know beyond doubt who the competition is, your analysis becomes more meaningful and you should use this when developing your own solution.

One final thought on competitors.  If you’re very concerned about the competition, consider teaming.  It could be that together you can provide a stronger solution.

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

UPCOMING WEBINAR WITH LOCKHEED MARTIN AND THE OMX (www.theomx.com): B2Bs and the Quicker Close:  From joining the supplier list to closing

From joining the supplier list to closing

Do you want to increase your speed of selling? Land important contracts quicker? This webinar will help get you there.

 

Join Linda and special guest Mr. Stephen Rudnicki, Director for the Canadian Surface Combatant Program with Lockheed Martin Canada.

Enhance your sales performance using meeting situations as a tool to advance your sales.

Stand out from the crowd and shorten the timeframe for winning new business. Reap the revenue rewards sooner.

Because first impressions do matter, and your investment in attending major industry events can be significant, take the opportunity to maximize your return by being fully prepared.

This webinar will feature live feedback from a prime contractor on what captures attention when meeting suppliers.
This is a unique opportunity to hear what really makes an effect (and, just as importantly, what does not.) Learn from special guest Stephen Rudnicki, who is with Lockheed Martin Canada where he is the Technical Director for the Canadian Surface Combatant proposal.

Learn from a seasoned professional who has first-hand experience with failures and successes.

Improve your own knowledge without making common mistakes. Review your own performance with a self-test checklist.

Learn the new and innovative tool of the OMX (theomx.com) that connects you directly to primes and Tier 1s looking for Canadian suppliers and partners.
OMX is a secure subscription-based software platform for government contractors to manage their contracts and offset commitments in the defence, aerospace, and security industries.  It provides access to tens of thousands of companies by region, size, local content, certifications and capability, with effective software tools to manage supplier and customer communications collaboratively across an organization. Once two companies start to interact, they collaboratively share and store the appropriate compliance documents for effective real-time reporting. See more at theomx.com.

Join this webinar event to cover topics relevant to advancing your sales through meeting situation on Wednesday May 21st at 8:00 am PDT / 11:00 am EDT.

Cost: $70.00
Click Here To Register

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

NEW SEMINAR – "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

Aerospace BizDev Inc. - 5057 2A Avenue - Delta, BC V4M 3N6