| July 2010
The Enlightened Manager Newsletter
A quick read for busy government, industry and association executives, managers & sales professionals
"The kind of
commitment I find among the
best performers across virtually
every field
is a single-minded passion for
what they
do, an unwavering desire for
excellence
in the way they think and the way
they work.
Genuine confidence is what
launches you
out of bed in the morning, and
through your
day with a spring in your step."
- Jim
Collins
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In this issue:
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 1. The single most important word every manager should know
I love words. Little impactful words like ACT.
Medium sized thoughtful words like PRIORITIZE. And really big sophisticated words
like REMEMBERFUL (okay, I made that one up).
Of
all the thousands of words I have encountered, none is as important as
DIALOGUE.
"Not
strategy?" you'd ask.
"How can you build a successful, well-thought out strategy without
first seeking the counsel of those around you?" I'd reply.
"How
about compassion or humility?" you might counter.
"Discussion without warmth and open-mindedness is like playing
handball instead of tennis," I'd insist.
"Oh," you'd
counter, "surely the bottom line - the organizational objective trumps
dialogue?"
"No,"
I'd wager, "truly successful organizations first build teams that thrive on open dialogue."
Admittedly, real dialogue isn't easy. But, countries
wage war, organizations fail, couples get divorced and business developers lose sales for the lack
of it.
Try it
for size. Roll it around your mouth. Google it. This single word encompasses
and underlies compassion, forgiveness, teamwork, management, planning,
decision-making - all of it.
Only
when we truly try to understand those around us can we call ourselves leaders.
Dialogue - a single word that can make your day.
Sincerely, Mike Celerity Works Read more about Enlightened Management
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2.
Track new business lead status or else!
Companies that neglect to
regularly track and discuss their business growth results rarely accomplish their revenue
targets. They are basically relying on good luck. The number and dollar value
of the qualified leads and leads being captured in the company pipeline as well
as the number and dollar value of proposals submitted, won and lost can be
easily tracked in an Excel spreadsheet or even more effectively using a
business lead tracking system such as ones available from Input, Deltek or www.salesforce.com. Some (but not all) of the items that should be
regularly tracked in a lead tracking system are: · Opportunity title · Government agency · Company priority · Sales lead · Capture manager · Lead business unit · Business development process milestone · Prime or subcontractor · Estimated RFP date · Estimated award date · $ value to prime contractor · $ value to your company · Probability of win % · Factored $ value (Pwin x $ value) · Contract duration in years · Relationship with
customer? (green/yellow/red) · Technical strength? (green/yellow/red) · Cost? (green/yellow/red) Contact me for help implementing a streamlined government business development and proposal process. ========================================================================= |
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3. Winning and Managing Government Business
(click to read more or order)
"Winning
and Managing Government Business is a concise,
easy-to-understand and to the point overview of securing and doing
business with the federal government. It provides step-by-step
instructions on approaches for penetrating government markets, how to
do your prep work prior to proposal time, and then how to respond and
win opportunities. It's a definite must read if you're new to the
government space. It's also very handy if you're a savvy veteran as
it's full of checklists, timelines and templates you can use in real
world situations. I've been involved with government contracting for
over 15 years and found this book to be very useful and practical."
- M.
Cosgrave, VP, ManTech InternationalThe Enlightened Manager (click to read more or order)"Whether
you are new to a management role or a 25 year management
veteran, these 20 concise morsels of enlightenment are the heart of
being a successful leader. Worth reading every year !!"
- Business Confluence | Both available in paperback at www.amazon.com
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About Mike and Celerity Works
Michael Lisagor founded Celerity Works in 1999 to help government, industry and non-profit executives improve their performance and accelerate their organizational growth. He has performed over 450 organizational assessment interviews, facilitated 200+ meetings and workshops, and coached over 250 managers for 65 organizations.
Benefits and results:
- Government contractors - Win more government business
- Government agencies - Improve performance and manage program risk
- Commercial businesses - Become more efficient and accelerate growth
Consulting services:
- Action-oriented planning and retreat facilitation
- Management performance improvement coaching
- Improved decision making and focus
- Streamlined business growth planning
- Effective program risk management
Government management and risk consulting services available on GSA MOBIS schedule.
Facilitation and performance coaching services available on King County contract.
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