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5 critical steps toward better business development

Along with the global economy, there are significant signs indicating how radically the government contracting business has changed in the past few years. It’s apparent this new world order demands different models for winning business, and requires visionary leaders who step up, transform their organizations, and out think, outsmart, and out act their competition. There are some similarities between government contracting and the energy industry’s deregulation era a few decades ago. During that time, the whole world turned upside down for energy utilities, originally conditioned to have no competition. Whole segments went from safe-regulated environments with guaranteed profits, to being required to compete for some of the same customers they once served. With a new ability to spin off for profit subsidiaries, they were also encouraged to search out and create new opportunities, not just capture whatever business was handed to them. Prior to this, a few senior utility executives visualized the inevitable deregulation revolution about to take place. They proactively re-engineered their models and reorganized the way their companies went about producing revenue. Ignoring criticism, they took visionary steps, some of which their traditional-minded colleagues considered too risky. They changed their utilities’ collective culture to a proactive business model and repositioned their organizations to compete in the marketplace before the deregulation cataclysm hit and their conventional revenue growth paradigm shattered. This preemptive strategy brought with it a significant investment in developing and implementing a business development process as well as training personnel. History proves this proactive strategy succeeded. The new climate in government contracting, with dwindling opportunities and growing competition, requires more than cost-cutting tactics and job elimination. Reactively bidding everything that remotely matches up to your firm’s capabilities without gathering critical bid/no bid intelligence, passively farming your current customers for expanded business, or simply tweaking your business development/capture/proposal processes won’t provide the winning formula for sustained revenue growth. Your likely result from these steps is a costly lesson in lost time, misused personnel and wasted resources. Moving the revenue needle on a consistent basis requires a visionary call to action to a multifunction, multi-disciplined approach in the business development sphere. This encompasses five areas for change management: Foster a Transformation in Business Development Personnel, Process, Structure and Organization Mindset. BD professionals must rise above tired conventional models and embrace critical, innovative thinking. The reactive mindset is out; proactive is in. Install an Opportunity Identification and Qualification Methodology to...

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Webinar 3 – Opportunities with the Federal Procurement Data System (FPDS)

Tuesday, April 03, 2012 10:00 AM to 11:00 AM All federal procurements are tracked, and many details about federal contracts are available through online search tools. FPDS is a powerful search tool that allows users to examine contract trends, search for agency award histories, and even looks up specific contract award details. In this webinar, we will review the data captured in FPDS and do a live demonstration on building simple and custom searches in the database.   Fee: Free Register for this event online Phone: 252-737-1385 Email: Send   Location 300 East First Street, Greenville, NC...

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Cree 2012 Small Business Supplier Fair – April 26, 2012

Attendance Is Free and Open to the Public Attendee registration required for administrative purposes Who Should Attend or Exhibit?   Small and large businesses seeking networking opportunities Small businesses seeking procurement opportunities from large corporations and government agencies Small business owners/operators looking for tips and ideas to grow their business in a turbulent economy Purchasing/procurement specialists from large companies/governments looking to grow or diversify their small business engagement programs   Supplier Trade Show The Small Business Supplier Fair is open to the public and all business industries to promote networking and procurement opportunities between large corporations and small business concerns such as Veteran-Owned, Woman-Owned, HUBZone, Small Disadvantaged businesses as well as business owners with 500 employees or less.   Government Procurement Networking Hosted by Cree, the Small Business Fair serves as a networking and procurement platform for small businesses exploring potential procurement opportunities through government contracting as well as subcontracting from large corporations.   Questions? Contact Debra Giles Phone: 919-407-7727 Email:...

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Do You Have the Drive to Win? How to Gear Up for the RACE for Business Growth

Whether you’re a business owner, an executive, or a manager, you’re always faced with the challenging task of finding new ideas and strategies that will drive business growth. If you drive smart, your result can be well worth the long trip to increased sales, higher commissions, advanced levels of customer retention, improved productivity, and increased profitability.To maximize your driving power, you need an accurate road map to show you the best route. To get one, you need to tap into the greatest asset your company has—the combined brainpower of your people. Within them lie answers to your questions, solutions to your problems, ideas to rev up your company’s growth, and methods to keep you from breaking down. Without their help, you can’t move forward. Imagine for a moment that you’re a professional race car driver (oh, come on—it will be fun.) To win the race, you’ll need a state-of-the art race car and proficiency at the wheel. With daredevil and risk taking, you can slant the odds of winning in your favor. But without a highly efficient and cohesive pit crew, you will never win the race. Just as speed is a critical factor in racing, it’s the same in business. You must be fast to respond to needs of your customers, fast to respond to changing markets, fast to bring new products/services to customers and fast to find cutting-edge solutions to problems that may exist. For right now, though, you need to slow down before you can speed up. Slow down and work with your people to create your strategy. Get together with your race team. If your company is too large to involve everyone, be sure to include groups of people representing all levels and from every department. Don’t exclude that new recruit. He or she may have valuable ideas they learned from their former employer but have yet to come forward with them because they have been busy trying to “fit-in.” Take them to an environment where there are no distractions. Before you begin, create ground rules such as. . . We will leave our titles at the door. We will do our best to completely open and honest. We will show respect for each other’s opinions. We will all participate, and not sit silent. We will be understanding of each other’s pressures and concerns. We will strive to see things not only through our own...

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Press Release January 20, 2012

Trinity Strategic Consulting, Inc. Adds Accounting Management Services Division CONCORD, N.C. – Management consulting firm Trinity Strategic Consulting, Inc. announced today that it has expanded its core services to include Accounting Management. We are pleased to introduce Dawn Schaeffer who will be leading the Accounting Management division. Dawn comes to us with over 20 years of demonstrated experience in leading small-mid size businesses and corporations through change and challenge. She has worked in the manufacturing and services industry with positions as Controller, Senior Accountant and Cost Accountant. In addition, she has served with the Department of Army and has worked for the Department of the Navy as Budget Assistant with financial reporting to the US Controller. She holds an MBA in Accounting and BA in Psychology with emphasis in Accounting and Mathematics. Dawn and the division team’s technical experience is inclusive of accounting software solutions that range from SAP, BPI, Quickbooks, Simply, Greta Plains Dynamics, Solomon, FRx, ADP, Ceridian, PrimeLink and various other accounting software solutions. Trinity Strategic Consulting, Inc.’s Accounting Management division will offer services in Quickbooks, SAP, Bookkeeping, Payroll, Invoicing, Regulatory Compliance, DCAA, Auditing, Recordkeeping and Retention, Special Projects, Financial Statements and Reporting. Additional information about these services is available by contacting Trinity Strategic Consulting at 704-788-6468 or info@trinitystrategicconsulting.com.   About Trinity Strategic Consulting, Inc. Founded in 2003, Trinity Strategic Consulting, Inc. is a minority woman-owned and operated national management consulting firm located in the Charlotte metropolitan area that specializes in the provision of value-add services to government, health care, technology, energy, banking/finance and architectural/construction industry. TSC offers an array of core services in the areas of executive business coaching and consulting, training and development solutions, accounting management and construction schedule management solutions. Visit www.trinitystrategicconsulting.com for more information. Contact: Tangela M. Davis, MBA 704-788-6468...

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Press Release December 16, 2011

Trinity Strategic Consulting, Inc. Expands Office CONCORD, N.C. – Management consulting firm Trinity Strategic Consulting, Inc. announced today that it has expanded its office to include a Training Conference Center. “There was a need for providing Executive Leadership Training and Development to our clients, community businesses and a platform for assembling our team meetings and conferences” says Tangela Davis, CEO of Trinity Strategic Consulting. Trinity Strategic Consulting, Inc.’s Training Conference Center will include a state of the art facility for conducting business planning retreats, board meetings, virtual trainings and conferences. Additional information about the Training Conference Center is available by contacting Trinity Strategic Consulting at 704-788-6468 or info@trinitystrategicconsulting.com.   About Trinity Strategic Consulting, Inc. Founded in 2003, Trinity Strategic Consulting, Inc. is a minority woman-owned and operated national management consulting firm located in the Charlotte metropolitan area that specializes in the provision of value-add services to government, health care, technology, energy, banking/finance and architectural/construction industry. TSC offers an array of core services in the areas of executive business coaching and consulting, training and development solutions, accounting management and construction schedule management solutions. Visit www.trinitystrategicconsulting.com for more information. Contact: Tangela M. Davis 704-788-6468...

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Five Best Time Management Habits Executives Should Practice

For the last thirty years, I have traveled all around sharing my Time Management and Personal Productivity principles in seminars, keynotes, and through executive coaching. There are dozens of things we all ought to do to enhance our daily success and I have included what I think are five of the more important habits. I find that most people know what it is they should be doing. A reminder list such as this may help us to better accomplish those good intentions.   1. Use The 20/80 Rule. 20% of an effort generally accomplishes 80% of the result. To achieve an additional 20% of the result, it will take an additional 80% of the effort. We cannot create any more time, but we can leverage our time by focusing on those things that give us “the biggest bang for the buck.” Avoid getting bogged down in “majoring in minors.” Direct your attention to 20% of your customers/clients who will give you 80% of your success. Give special attention to that group of 20% of the people you deal with who have the potential for delivering 80% of what you need.   2. Network Your Way To Success. Identify and target those who you need to get to know. This is not an exploitive technique of “bleeding them for all they are worth.” In fact, it works just the opposite. Help these people with what they need first. “To have a friend, be a friend.” “What goes around comes around.” If you give freely to them first, they will give to you what you need and want.   3. Get A Gopher. We all have 10-20 hours per week of minutia, like getting the car gassed up, running errands, mowing the lawn, etc. It’s all stuff that makes our lives work. There’s nothing wrong with doing it ourselves, but if you are saying, “I don’t have enough time to do the things that really count,” and you are spending 10-20 hours per week on the routine items, you have a choice. Hire a high school or college kid, a “Gopher,” who will “go for this and go for that,” then re-allocate those hours to tasks that will enhance your career success.   4. Work With A Clean Work Environment. “Out of sight, out of mind.” The reverse of that is true, too, “When it’s in sight, it’s in mind” and...

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Never Forget the Acronym of Team

Never forget the acronym “Team”. Together Everyone Achieves More!

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– Zig Ziglar

“You will get what you want in life when you help enough other people get what they want.”

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– Ben Sweetland

“Success is a journey, not a destination.”

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