1. An equation for mission success

It's hard enough to get one person moving in a consistent direction. So, it's no wonder executives have a difficult time keeping everyone united -- focused on the organization's overall mission and performance objectives.   

"The type of unity aspired to is not a mechanical uniformity, imposed or coerced from without. Rather, it is unity that has at its heart respect for the diverse and unique qualities of each individual. Such unity arises when people treasure each other as unique and irreplaceable individuals, and try to bring out the best in each other" (Daisaku Ikeda).

The seed for this cooperation has to be planted by the leadership team. They must emphasize the importance of many in body, one in mind for any change to be possible.They must also be willing to embrace new strategies and tactics -- to actively respect each other's unique perspectives and experience -- many in body. And, after honest (and, yes, sometimes heated) debate, agree to reach an agreement, reach an agreement, then wholeheartedly support the chosen path -- to be one in mind.

Clear direction + individual contribution + unity = mission success

 Mike    

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2. Sales advice from Government executives 

I attended a panel discussion last week in Washington DC led by senior officials (a CIO, CFO, COO & Acquisition Head) from four Federal agencies. They gave the following advice to industry about communicating with their agencies:

1. Make sure you're talking to the right people. A majority of acquisition strategies and awards are made at the program office level. So, especially for midsize and small companies, meeting with top agency officials often isn't necessary or desired.

2. Don't try to be everything to all people. Know what you do best and be prepared to show how your core competencies or products will help solve an agency's problems.

3. Do your homework. Find out the agency's major challenges in advance. It's much more effective to come to a meeting already armed with this information. 

4. Don't sell! Instead, make it clear what specific need you can fill. (Note: I would also caution against making a long presentation unless invited to do so).

5. The contracting community puts out requests for information and draft requests for proposals to get feedback from industry. This is one way they minimize risk. Take the time to give your feedback about the requirements, acquisition strategy and business arrangements being proposed by the government.

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3. Inaugural global business development event   

I'm excited to be one of the sponsors (and the moderator) of GoGlobal: the Washington Technology Industry Association's (WTIA) first event fostering business development abroad.

A hub for structured networking, GoGlobal provides field-tested insights from business executives, international advice from support specialists and trade assistance from country experts.  

Interact in small peer groups with business leaders who have successfully deployed foreign market strategies. Hear their experiences and ask them questions as you learn what works and what doesn't. Trade experts from Asia, Europe, the Middle East and the Americas bring you timely information to help your company enter vibrant new markets. Keynote speakers build upon lessons learned during the roundtable conversations.   

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