Zero to a billion : 61 rules entrepreneurs need to know to grow a government contracting business by Kriegman, David A., 1946- instant download

Zero to a billion : 61 rules entrepreneurs need to know to grow a government contracting business by Kriegman, David A., 1946- instant download

1 online resource, A practical, how-to guide for entrepreneurs who want to build a successful government contracting business. Former SRA International executive David Kriegman draws on his thirty years of experience to illustrate the essential lessons of strategy, business development, cultural issues and operations with real-world examples and actionable ideas. The book is recommended for new and mid-career managers as well as seasoned executives.--Publisher, Includes index, Print version record, Intro -- Foreword -- Acknowledgements -- Introduction -- PART ONE / Strategy -- 1. Be known for something -- 2. Become a systems integrator -- 3. Excel in three areas -- 4. Solve the customer's underlying problem -- 5. You can't choose what you do -- 6. The path to growth isn't through your deliverables -- 7. You are not a technology company -- 8. Hire your competitors -- 9. Adopt a \"best idea wins\" culture -- 10. Company culture is a differentiator -- 11. Your culture is tied to your values -- 12. Change the rules -- 13. Do the unexpected -- 14. Adapt to paradigm shifts, PART TWO / Business Development -- 15. You can't sell from behind your desk -- 16. People buy from people they like and trust -- 17. Play man-on-man, not zone -- 18. Assign an account manager -- 19. Zipper up! -- 20. Lead with your right -- 21. Good proposals don't win -- 22. Use a \"gatekeeper\" for writing proposals -- 23. Be (a little) arrogant -- 24. Bid as one company -- 25. Marry tactical and strategic marketing -- 26. Use specialties to penetrate new customers -- 27. Invest in GWACs and ID/IQs -- 28. The business cannot scale linearly (Business Development) -- 29. Stretch, 30. Turn the sales life cycle on its head -- 31. Don't overbid -- 32. Conduct deep-dive lessons learned on all bids, win or lose -- 33. Remember the refrigerator light -- PART THREE / Operations -- 34. Projects don't fail for technical reasons -- 35. Combine functional and technical expertise -- 36. The business cannot scale…