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Aerospace BizDev News from Linda Wolstencroft
Newsletter #42 –
December 15th, 2014

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

Teaming and Alliances:  Winning now and winning later

In the heat of the moment, charging forth to win some new business, beware of being lulled into believing that your teaming or alliance partner will work harmoniously with you for the long term. 

The article, "For Better or Worse: What defines success when teaming?" tells us all the good reasons for working with others:

  • Decrease the number of competitors,
  • Increase your expertise and experience,
  • Improve your customer relationships,
  • Gain the ability to bid a lower price, and
  • Build your business relationships for future benefit.

The article also tells us what to think about when teaming:

  • Ensure your probability of success will increase, not decrease,
  • Recognize that the business and your relationship will change over time,
  • Adopt a “win-win” philosophy,
  • Solidify trust,
  • Verify past performance, and
  • Make plans for future business together.

Remember to act with integrity and use the organization’s future as your measure.  Even if you as an individual will not be there for the long term, consider the future impact on employees and shareholders who will be there for the long term when making these decisions.

And remember, when pursuing new business, teaming and alliances can always present an excellent option – when managed correctly.

This Newsletter has addressed the complex decision of Teaming and Alliances.  Decisions related to Teaming and Alliances comprise one set of nine complex decisions that are required when developing the winning solution for a complex sale:

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“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.

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WEBINAR NOW AVAILABLE FOR DOWNLOAD: “B2Bs AND THE QUICKER CLOSE: GENERATE MAXIMUM SALES TRACTION IN B2B MEETINGS” – With Linda Wolstencroft, Lockheed Martin Canada and The OMX

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

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

This webinar features live feedback from a prime contractor on what captures attention when meeting suppliers, advice from a seasoned professional who has first-hand experience with failures and successes, a description of the new and innovative tool of The OMX that puts you in contact with a community of like-minded companies, and connects you to primes looking for Canadian suppliers.

Click here for more information and to download.

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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.

Click here for more information.

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