Zero to a billion
Subtitle: 61 rules entrepreneurs need to know to grow a government contracting business
By: by David Kriegman
Publisher: Dudley Court Press
Published: 2013
Place of publication: Sonoita, AZ
Language: eng
ISBN-13: 9781940013053; 9781940013046; 9781940013039
Subjects: Entrepreneurship; Handbooks, manuals; Government contractors; Consultants; Knowledge workers; Professional corporations; Public contracts; Success in business; Business planning; Leadership; Management science; BUSINESS & ECONOMICS / Industrial Management; BUSINESS & ECONOMICS / Management; BUSINESS & ECONOMICS / Management Science; BUSINESS & ECONOMICS / Organizational Behavior
Other titles: 61 rules entrepreneurs need to know to grow a government contracting business; Sixty-one rules entrepreneurs need to know to grow a government contracting business
Description: 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.
Notes: Includes index.
Table of contents: title: Intro; title: Foreword; title: Acknowledgements; title: Introduction; title: PART ONE / Strategy; title: 1. Be known for something; title: 2. Become a systems integrator; title: 3. Excel in three areas; title: 4. Solve the customer's underlying problem; title: 5. You can't choose what you do; title: 6. The path to growth isn't through your deliverables; title: 7. You are not a technology company; title: 8. Hire your competitors; title: 9. Adopt a "best idea wins" culture; title: 10. Company culture is a differentiator; title: 11. Your culture is tied to your values; title: 12. Change the rules; title: 13. Do the unexpected; title: 14. Adapt to paradigm shifts; title: PART TWO / Business Development; title: 15. You can't sell from behind your desk; title: 16. People buy from people they like and trust; title: 17. Play man-on-man, not zone; title: 18. Assign an account manager; title: 19. Zipper up!; title: 20. Lead with your right; title: 21. Good proposals don't win; title: 22. Use a "gatekeeper" for writing proposals; title: 23. Be (a little) arrogant; title: 24. Bid as one company; title: 25. Marry tactical and strategic marketing; title: 26. Use specialties to penetrate new customers; title: 27. Invest in GWACs and ID/IQs; title: 28. The business cannot scale linearly (Business Development); title: 29. Stretch; title: 30. Turn the sales life cycle on its head; title: 31. Don't overbid; title: 32. Conduct deep-dive lessons learned on all bids, win or lose; title: 33. Remember the refrigerator light; title: PART THREE / Operations; title: 34. Projects don't fail for technical reasons; title: 35. Combine functional and technical expertise; title: 36. The business cannot scale linearly (Operations); title: 37. Track the change in backlog over time; title: 38. Shine a light; title: 39. Remember your place; title: 40. Project kick-off determines project success; title: 41. Reorganize, but do it quickly; title: 42. Choose an organizing principle that fits your business model; title: 43. Operate as one company; title: 44. Who rules?; title: 45. Remember your field sites; title: 46. Early reports are wrong; title: PART FOUR / Talent Management; title: 47. Build a trust bank; title: 48. Hire for attitude, train for skills; title: 49. Manage to people's strengths; title: 50. Move people around; title: 51. Fit all employees into your vision; title: 52. Reward results, not effort; title: 53. Money doesn't motivate; title: 54. Manage careers, not projects; title: 55. Foster loyalty to the company, not a person; title: PART FIVE / Mergers and Acquisitions; title: 56. Don't assume you understand their business model; title: 57. Why did you buy them?; title: 58. Integration starts at due diligence; title: 59. Faster is better; title: 60. Address the hidden people issues; title: 61. Acquire adjacencies; title: PART SIX / Unifying Concepts; title: Tying it all together; title: Glossary; title: Index; title: About the Author