TArticles tagged with: winning new business

How to balance your growth strategy

When I review new-business growth strategies for companies, one of the things I like to see is a balanced approach that consists of three main strategies—winning new business, growing your current business base, and if the company is large enough, acquiring other companies. As a first cut, I weight each of these strategies equally, so if the company uses all three, then each strategy is accountable for delivering a third of the company’s revenue growth. In this case, winning new business would be accountable for delivering a third of the company’s growth. There are important tactics within each of these strategies that need to be present for them to execute well. In this article, I’ll discuss some of the tactics that you should look for and how to build your own new-business growth strategy. Winning new business The government uses multiple procurement approaches to award contracts, and every government contractor … Continue reading How to balance your growth strategy

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