If you’re like me, after the activity from this fall, you need a few days away from the usually grind to refocus your planning. I did this in August and it was amazingly refreshing. (Actually, I need a six month sabbatical but that will have to wait!) Over the holidays (or in January) is a great time to relax and consider your business development activities since Labor Day. Here are some focal points to get you started as you continue selling to the Military and the Intelligence Community agencies:
If you find this process too easy, then you are probably not doing it well. If it takes too little time, you may not have done it thoroughly. I recommend that you select your target account (or two target agencies—but not more than three) and develop a plan of attack for the winter. This will help you re-energize your attitude and make sure you hit the ground sprinting in January. Consider this as a starting outline and get help if you need it.
Ask yourself: Are my goals too weak? Are they reasonable? Should they be more audacious? I have generally favored “going for it” (i.e., make huge goals!) because it’s amazing what can often be achieved when you are reaching for the sky. Stay positive: the federal government is still one of the largest spenders in the world! And they have more challenges than we could solve in a lifetime! Be the solution!