Aerospace BizDev News from
Linda Wolstencroft
Newsletter #51 – Sept 15th, 2015
Linda Wolstencroft’s monthly Newsletter offers business leaders insights on achieving the next big win.
Call of Duty: A gamer’s guide to perseverance
A friend of mine is going through some tough personal issues. It’s been two years and while there is progress, it is painfully slow. But he’s still going at it. Experts working with him say that at this point, many who are facing what he is would simply turn away and give up.
Give up? This is not an option for my friend. He can see the light at the end of the tunnel. As he says, there is a light at the end of the tunnel and it’s not a freight train headed straight for him.
My son plays Call of Duty and no matter how many times he is killed, he restarts.
Call of Duty is a game; my friend’s challenges are real.
But the sense of duty is what my son and my friend have in common:
- They know that what they want to achieve is worth fighting for.
- They have focus on what they want to achieve.
- They are present in “the here and now” – proactively getting it done, despite knowing it will take a long time.
- They continue to move forward by overcoming obstacles. My friend calls this “two steps forward, one step back.”
- Obstacles keep coming at them. With so many variables at play, this comes to be expected. They learn to expect the unexpected, and they deal with it.
- They identify options to overcome obstacles; they evaluate those options and take action.
- They act fast. The video game demands this. The real-life issue also demands this because as time passes the risk keeps getting worse, not better.
- They are working in a team and are motivated to not let others down.
- They show respect to their teammates.
- Their own needs are secondary to the success of the mission and the team.
- They keep going and going without complaining, facing whatever gets thrown at them.
Here’s what you will not find my friend and my son doing, as each works toward their objectives:
- They will not prioritize their individual needs over those of the team.
- They will not challenge the assumptions and actions of others as a way to avoid doing the difficult work.
- They will not be absent for prolonged periods of time.
- They will not delay in providing something that a teammate needs in order to progress.
- They will not engage in diversion tactics that reduce the effort required on their part and undermine the team’s progress.
- They will not avoid presenting new ideas that may become extra work.
- They will not hide and cower in the face of new obstacles.
- They will not tell others how to run their part ship.
- They will not show disrespect to their teammates.
- They will not withhold information from their teammates.
- They will not be absent when the hard part hits.
And what does all this have to do with winning your next “big one”?
Typically, the subjects of concern in winning the next “big one” are the win strategy, the customer and market characteristics, and the competitive landscape. To work as a winning team on a complex procurement, we need to act like my friend - and like my son.
Check your leaders and check your team. Look for attributes of duty and perseverance. Educate or replace as necessary.
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WHAT CLIENTS ARE SAYING…
"It's truly been a pleasure working with someone with Linda’s leadership skills, capability, focus, and steady state demeanour… Linda was a key and central part of our bid preparation. When our team fell short, you were there to prop us up… thank you... we're all very proud of our final submission."
- Glen Thorne, Executive Vice President Business Development, Weatherhaven Global Resources Ltd.
“I’ve known Linda since our time together at Spar Aerospace. She has successfully grown the business profiles of every company she was employed with and continues to do so with her own, very successful, Strategy and Business Development firm. Needing to take my own company to a new level of Business Development there was no question that I would call upon Linda to aid in the development of a sound process and detailed training of our BD folks. We now have a very structured approach and are beginning to show positive results that are both measurable and recorded to provide further learning. If you want the consummate professional who has a proven track record, can roll up her sleeves and work right beside you to analyze, recommend and help implement a solution, there is no one better than Linda."
- Mark MacKenzie, President & CEO, DAVWIRE
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SAVE THE DATE! BCAC’s Silver Wings Awards -- October 20, 2015 in Vancouver.
At its annual Silver Wings Awards event, the BC Aviation Council honours industry colleagues and awards scholarships to students studying aviation. We invite you to attend this gala celebration attended by industry leaders and influencers. The evening includes an awards ceremony, fine food, entertainment, a silent auction, and networking opportunities.
Oct 20, 2015 at the Vancouver Convention Centre West. Register here.
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LINDA WOLSTENCROFT recognized for her professional contribution to aerospace in Canada.
Click here to read the details and a Q&A with Linda.
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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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