The Energy of a Good Target-It’s Contagious!

There’s nothing like it. When your finally able to assemble the right capture team, the right teaming partners, and the right win strategy, then you can feed off the energy. It’s always inspiring to see a motivated team whose collective focus is on winning. A team whose selfless, believes in their chances, truly understands the win strategy, knows their respective roles, and whose skills and experience complement each other perfectly. Although this is the nirvana of business development, and the chemistry required to be successful, you should also do your best to eliminate distractions from naysayers along the way.

In the pursuit of large programs, there is continual analysis, reviews, and improvements. Often 18 months or longer for big capture pursuits, these require measured accomplishments that enable you to better position your team such as call plans that provide better customer insight, and strategic partners that help satisfy gap analysis. There are recruiting efforts designed to land the right Program Manager or project personnel, pricing models to determine competitive posture, and strategic marketing that defines your message and brand.

Stay focused on the target, listen to other professionals advice, and disregard the critics. There will be plenty of them-there always are. Just remember that no one has ever erected a statue to a critic. They never have and never will.

In closing if you believe that everyone can be beat, your winning attitude is likely to be highly contagious. Stay positive, persistent, and determined, and your energy alone will help fuel the remainder of the team.