Instead of writing about all the things companies should do to be more successful in their business acquisition efforts, I thought I would lead off the year by writing about the things companies should stop doing.
Too many companies are stuck in the past with obsolete and ineffective practices that make their captures non-productive and proposals unnecessarily expensive. If you think this might apply to your company, then the first step for 2015 should be to drive out all the bad practices in order to make way for all the new practices you’ll need to win.
Here’s my list of some of the more egregious habits we’ve seen in companies. I hope that none of these apply to your firm, but just in case they do, make sure you put them on your kill list for 2015.
Email your comments to me at RLohfeld@LohfeldConsulting.com.
This article was originally published January 7, 2015 in WashingtonTechnology.com.