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How to Win with Risk

Mine these diamonds and you will increase your win rate

I recently attended a conference where an important government technology leader said to industry, “Please don’t come to my office and ask me what is keeping me awake at night! It shows me you don’t understand me or my organization.” He went on to explain that there are lots of things that keep him up at night. His job was to find solutions to those problems. His office puts out plenty of information about their issues and challenges. So, if you want a meeting with him, bring ideas that will deal with the risks so he can succeed. When proposing solutions in government acquisitions, it is important to do your homework and embrace risk as part of your solution. Many companies avoid discussing risk at all. Part of the reason for this is that the government’s requirements address the risks that concern the government; therefore, they do not need to … Continue reading How to Win with Risk

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