Whale Hunters know that big sales require teamwork, whether these are RFP responses or face-to-face sales presentations or statements of work. But do your capture teams know how to work fast, efficiently, and effectively–that is, to WIN most of the time? The latest issue of Whale Hunters Wisdom identifies and explains the seven skills that […]
I am a big fan of Michael Katz who founded Blue Penguin Development. And not only because he also has an Arctic theme to his company! (Penguins and whales are friends). Michael does only one thing, and he does it extremely well–he helps companies make money by producing e-newsletters for their customers. So it’s not surprising that […]
One of my favorite newsletters is the Working Solo Minute, written and distributed each Wednesday by Terry Lanier, founder of workingsolo.com. Even if you’re not a solo entrepreneur, her advice is great for business owners. This week she writes about the problem of “not having any money,” and how she hears business people using that […]
It was announced today that Frances Hesselbein, founder of the Hesselbein Leadership Institute, has been named the Class of 1951 Chair for the Study of Leadership at the U.S. Military Academy at West Point. She is the first woman and only the second non-military person to hold that distinguished position. Why is this announcement relevant […]
My friend Mike Yarnall, who is now a Certified Whale Hunters Trainer, sent me an article that really resonates with whale hunting these days. It was published in the Harvard Business Review, March 2009, and you can read a summary version at no charge or you can purchase the article or a subscription to HBR. It’s […]
I have been working with a client team going after a big RFP project for the federal government. They are an incumbent provider already doing much of the work that is being bid out. We found that incumbency, while it offers huge advantages, also poses risks for the incumbent when it comes to the win […]
One of the toughest ways to make a sale is through a written response to a Request for Proposals (RFP). But it’s a skill your team should acquire if you don’t already have it. Federal stimulus money is becoming available for every kind of service and some products, and most of it will be awarded […]
In a lean economy, many sales and business development people feel obligated to discount their prices; at least, the discussion of price and where it fits in the sales strategy becomes more important than ever. Many of my customers struggle with the issues of pricing to be competitive and also maintaining a viable profit margin. […]
If you’re like most business owners and executives, you don’t exercise enough control over your time. And you probably find email taking up more time than ever, and more time than it is worth. In fact, if you keep your email application open, or your Blackberry or iPhone in receive mode, you may be allowing […]
An excellent article in the Sunday, July 12 Washington Post called Fixing the Economy? It’s Women’s Work.It’s a good one because it references a number of responsible studies, and because it is more about why companies need a leadership team that includes women than it is about women taking over. I have been observing and […]
I just got an email inviting me to join Forbes Woman, the new offering that Forbes launched July 1. So excuse me if I’m wrong, but isn’t Forbes about business? I guess unless you are female. Lead story is on depression. “Power Women” segment features Mrs. Madoff and Mrs. Sanford (title should be “power-less”!). Other […]
My friend Lorraine Ball, founder of the marketing firm Roundpeg wrote an interesting blog post this morning that got me thinking. It’s about having just hired her daughter to work in her company, wondering if they could make it work? Lorraine asked for thoughts from other business owners about their experiences. I have not hired any […]