TArticles tagged with: communication

The single biggest communication problem – and how to fix it

You talked. They listened. Soon enough it becomes clear that you talked, and they did not hear you. As George Bernard Shaw said, “The single biggest problem in communication is the illusion that it has taken place.” Project and proposal teams are melting pots. With the globalization of business, we face physical distances, clashing time zones, and a variety of cultural differences. Teams are comprised of individuals of different genders, generations, and native languages. Studies have shown that people gravitate towards like-minded teammates, especially those with the same cultural background. The result is often that we fail to understand the words of those who we perceive as different. Today, teams have the ability to communicate in so many ways—in-person, phone, text, email, chat, social media, and Web meetings—yet somehow the message is still garbled. With both verbal and non-verbal cues lost in translation, what can we do to truly connect? Here are 5 ideas. … Continue reading The single biggest communication problem – and how to fix it

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How and when to talk to your customer

Bob Lohfeld tracks the misconceptions about communications during the procurement process

Everyone seems to want better communication between government and industry during the procurement process, and yet when we ask how well government and industry communicate, the answer is always the same—not very well. One reasonably knowledgeable procurement official explained to me that the reason for this is that if he talks with one company, then he has to talk with all of them, and he simply doesn’t have time to do that. Instead, he makes it his practice to talk with no one. Wow! We all want a level playing field when it comes to federal procurement, but nowhere do the rules say the government has to level every player. How could this procurement official have gotten it so wrong? Here’s some insight into what the rules are for communication during the acquisition life cycle… Download and read Bob’s latest article. Email your comments to me at RLohfeld@LohfeldConsulting.com. This article … Continue reading How and when to talk to your customer

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6 more changes experts would make to the BD, capture, and proposal process

“He that will not apply new remedies, must expect new evils: for Time is the greatest innovator: and if Time, of course, alter things to the worse, and wisdom and counsel shall not alter them to the better, what shall be the end?” –Francis Bacon In everything we do in business, we constantly work to make our products, processes, and procedures faster, more efficient, easier, cheaper, or more reliable to gain increased market share. I asked a number of capture and proposal experts to share their responses to the question, “If you could change one thing about the business development, capture, or proposal life cycle or process, what would that be?” Here are their responses – some achievable today, others worthy goals requiring increased cooperation between contractors and government/customers. I would change the way RFPs are built. I would ask that the government put the same rigor in their process … Continue reading 6 more changes experts would make to the BD, capture, and proposal process

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