In trying to clear a block about a specific assignment, I reviewed several client documents that were a model for the assignment. The problem: they just were not like any prior models I have seen for … Continue reading What Do The Words Mean?
This occurred to me in the course of posting a reply to an inquiry on another board. I suspect it’s just a difference in each person’s approach to solving problems. The inquiry was in the general … Continue reading Fundamental Principles Versus Specific Answers
Different organizations, based on different cultures, have different limits on their acceptance of project management theory and practice. In health care, the limit seems to be Earned Value Management (EVM). Despite being a neat tool for analyzing project … Continue reading The Limits of Project Management
Shameless plug: we have what I consider to be a pretty good class in project management for health and human services. (More here.) As with other training in project management, there is a lot to absorb … Continue reading Getting Started with Project Management (or: Bridging Theory and Practice)
At the end of an intense and arduous proposal effort, you – and the team – may feel that you’ve put forth your best effort. Designed a great solution for the customer, pulled out all the … Continue reading Why Did We [Choose One: Win | Not Win]?
At the end of an intense proposal project – or any intense project – everyone on the team is spent. Sleep deprivation, poor eating habits, no fresh air, and lack of exercise conspire to create fatigued team … Continue reading The Person With a Clear Head
“There’s nothing new under the sun.” Well, not quite. Imagine the Apple iPhone a hundred years ago… Here’s the problem. Due to requirements, inertia, and just “staying in the comfort zone”, most health plans are offering … Continue reading Deliver a Fresh Approach (Part 5 in Disciplined Business Development)
Now the RFP is out. Great, let’s just steal some stuff from the last eight proposals and slam it into a new Word document, then ship it! Not so fast. You need to carefully consider what … Continue reading Create a Compelling Story (Part 4 in Disciplined Business Development)
You have picked the opportunity. Now what? You have to develop the opportunity – build the relationships and create your brand and position in the market and with the customer, long before the RFP is released. … Continue reading Lay the Foundation (Part 3 in Disciplined Business Development)
How does your organization choose opportunities? In an economic downturn, the panic response is to try to sell everything to everybody. The result – other than the occasional stroke of dumb luck – is that nothing … Continue reading Pick Your Battles (Part 2 in Disciplined Business Development)